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Ideas and tips for advisors on marketing, prospecting, sales, fees -- the things that ensure you'll have a practice to manage now and in the future.
Don’t fall into the trap of wanting to get your message across; the urge to tell your story kills sales. (Image: Thinkstock)When asked why salespeople don’t close more sales, a company president answered instantly, “They don’t ask enough questions.” He went on to add, “They’re so focused on getting prospects to buy they don’t engage them. That takes asking lots of questions.”
He’s on to something important. We’re in such a hurry to get across what we want to say to our prospects that we ignore what they want from us. As it turns out, today’s prospects won’t tolerate such insensitive behavior. They’re gone.
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5 ways for experienced advisors to get back into prospecting
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