But objections can be forestalled if the relationship is cemented in trust. Take a tip from Dr. Reece. Realize people are doing business with you, not with your company. Describe the downside. Team up with the client. Be honest. Apologize when it is called for. Preserve the client-advisor trust.

The lesson remains the same. People are not looking for more information. People are looking for someone they can trust. If people like you, trust you and think you are smart, the objections never see the light of day. 

Don Connelly is a speaker, motivator and educator for financial advisors. If you want to learn how to anticipate, overcome and avoid getting objections, be sure to check his webinar on the topic: http://www.donconnelly247.com/store/products/86. (Webinar is scheduled for Sep 24, webinar replay will be available after the event.)

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