Excuses, Excuses
The kids are home, vacations are planned, and there is absolutely no time to talk about finances. This seasonal excuse arrives every June.
What is Summer Break/Summer Vacation
Before you can overcome an objection, you must first do this.
What is Listen.
The average customers tells you no this many times before they say yes.
What is 5.
Instead of defending a recommendation, a great advisor will use this best practice
This is the only letter that doesn't show up in any US State name
The client says they can't make a decision because they need to get through this annual event first. It happens every April.
What is Tax Season
This type of question helps uncover what's really behind the objection.
What is a High-Gain Question
44% of salespeople give up after this many follow ups.
What is one.
When a client says they already work with an advisor, never do this.
What is criticize their current advisor.
This is the only food that never expires when stored properly.
What is Honey.
This classic excuse goes something like this - "I have to talk to the boss and get back to you."
What is I need to talk to my spouse.
You've listened, clarified, asked the high-gain question, and addressed the concern. There is one final step that advisors forget to take.
What is Ask Again for the Sale.
843 is the percent that these salespeople outperform their peers simply by overcoming objections.
The goal of handling an objection is not to win an argument. It is to achieve this.
What is client confidence or commitment to a next step.
What is the name of the snowman in Frozen.
What is Olaf.
The school supplies are purchased, the schedules are changing, and suddenly the client needs to get through this before making any financial decisions.
What is Back-to-School Season
An advisor hears an objection and immediately launches into a list of product benefits without clarifying the clients concern. What critical step did they miss.
What is Restate
48% of salespeople never attempt this.
This response shows empathy before attempting to solve a concern.
What is Acknowledging the objection/Restating.
During a leap year how many months have 29 days.
What is all of them - 12.
A 72 year old client says "I've had the same advisor for 25 years, there's no point in making any changes." Give an example of a High-Gain Question that could help uncover more.
Many correct answers - one example is: What is "Tell me what your legacy plan with that advisor is."
A client says, "I really like what you've shown me, but I don't think now is the right time." The advisor says, "I understand now is not the right time, let me explain why waiting could cost you." The Advisor missed this critical step.
What is asking a high-gain question.
94% of salespeople have given up before they reach this many attempts at the customer.
What is 4.
After addressing an objection, the advisor should always do this.
What is ask for the next step/business again.
The average person has this many birthday's.
What is one.