7. There’s something they don’t like. Maybe they thought there was no liquidity. Perhaps they think a 30-year bond must be held for 30 years. It’s a deal breaker, but they don’t want to be confrontational. You’ll need to draw them out. If their concern is correct, are there alternatives? If their concern is incorrect, explain the issue doesn’t exist, gently correcting them. Hopefully this gives them a sense of relief.
8. There was an unanswered question. It’s human nature to stop listening when we have a question during a presentation. Few people will say: “stop right there, I have a question.” This is especially true if you are constantly talking, with no pauses in your presentation. That’s why trial closes are good. Instead of saying “Any questions?” you might say: “I imagine you have a few questions.” Once you draw them out, you will likely need to pick up at the point when they stopped listening. Hopefully they say: “When you said…” which tells you where you need to return.
Treat: “Let me think about it” as a legitimate concern, not a deal breaker or a request to end the meeting.
Bryce Sanders is president of Perceptive Business Solutions Inc. He provides HNW client acquisition training for the financial services industry. His book, “Captivating the Wealthy Investor” is available on Amazon.