MCO Private Wealth reposted this
President, CEO - Freeing all Canadian captive advisors/clients. Improving Canadians knowledge of Corporate and Personal taxation, MCO Private Wealth
Want to know the easiest way to lose a prospect? Interrupt them There is no worse sales technique than not letting someone finish their thought Next time you find yourself wanting to interrupt someone Think to myself I am interrupting the sales process, not another person Give everyone the respect to finish their thought MCO Private Wealth 15 years of financial planning and I am sure a few clients lost in my earlier years by interrupting What do you think is the worst thing you can do as a CFP during a prospect meeting? #CFP #interrupting #badsalespractice
How can you provide a solution to a problem or opportunity if your prospect or client doesn't try to describe and explain what is truly concerning them. Their knowledge and language will be so different from mine or financial planning jargon, I want to see how I can help translate their problems to best fit the solutions that I can offer. After 35 years in the business, having done 1,000s of financial plans for disabled and vulnerable clients you realize no two situations are the same. So listen and you will discover how you can truly help. I do find that when I get to speak I spend a lot of the time reiterating what I gathered from the client and that is where there is a true meeting of minds and a true team spirit evolves.
I agree with this post Zael. Something that works for me is to write down my thoughts as someone is speaking. This way I don’t forget to bring it up later on on the conversation. Most people interrupt because they think they will forget it later. Writing it down helps not interrupting
Talk AT the client. 🤫 LISTEN. You’ll learn so much about your soon to be new client. You might even be surprised by what you learn…
This is a great reminder Zael Miransky, CFP, President, CEO
Spot on Zael. Talkin to much, one mouth, two ears, use them in that proportion!
One mouth……two ears!!!
In sales, silence is not just golden,it’s profitable!🤐💰 Have you ever had an experience where being heard made all the difference? What do you think makes a conversation truly engaging?
President, CEO - Freeing all Canadian captive advisors/clients. Improving Canadians knowledge of Corporate and Personal taxation, MCO Private Wealth
1moDon't interrupt people. Friends, family, prospects, anyone. What do you think?