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Sales is a combination of art and science. If you enjoyed "4 great ways to close a business deal," and "3 more great ways to close a business deal," and want a few more closing strategies to consider, here are another three approaches that might be appropriate to you and your clients:
1. The hot button. Many agents and advisors can help clients with insurance, investments and sometimes even banking products. One of the earlier ideas discussed concerned "Identifying a Need, Proposing a Solution." The idea was once a problem is identified, it doesn't go away.
Here's a cheerier approach, The Hot Button. Your prospect loves taking cruises. They take one every year. They sail over the Christmas holidays. You talk about when they go, how much it costs and when they make their deposit and staged payments.
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Bryce Sanders
Bryce Sanders, president of Perceptive Business Solutions Inc., has provided training for the financial services industry on high-net-worth client acquisition since 2001. He trains financial professionals on how to identify prospects within the wealthiest 2%-5% of their market, where to meet and socialize with them, how to talk with wealthy people and develop personal relationships, and how to transform wealthy friends into clients. Bryce spent 14 years with a major financial services firm as a successful financial advisor, two years as a district sales manager and four years as a home office manager. He developed personal relationships within the HNW community through his past involvement as a Trustee of the James A. Michener Art Museum, Board of Associates for the Bucks County Chapter of the Fox Chase Cancer Center, Board of Trustees for Stevens Institute of Technology and as a church lector. Bryce has been published in American City Business Journals, Barrons, InsuranceNewsNet, BenefitsPro, The Register, MDRT Round the Table, MDRT Blog, accountingweb.com, Advisorpedia and Horsesmouth.com. In Canada, his articles have appeared in Wealth Professional. He is the author of the book “Captivating the Wealthy Investor.”
