I remember the first time a prospect said “No”.
I fought valiantly with my words. Tried to win them over with fact and figures.
I did most the gabbing.
You’d thought I loved the sound of my own voice. Probably did.
Wonder Wife tells me I have a very soothing voice. It must be true cause I can’t count the number of times I put her to sleep during a late night chat
Anywho hee ha…
Back to my brutal defeat.
I picked myself up, scratched my head wondering what I did wrong. After a few more knock-downs it started sinking in. I wasn’t engaging the prospect. I didn’t ask enough questions. I was unfamiliar with a “battle-tested” approach that works like a lucky charm.
What’s that approach?
Consultative selling my friend. Consultative or “Question-Based” selling.
Ever seen the movie Van Helsing?
If you know the story, you’re familiar with all about the monsters and demons he battles.
One day he’s facing off with a big hairy werewolf… and the next a winged demon with razor sharp claws and teeth. For him it’s a way of life and he must be alert at all times if he’s to survive.
As a financial advisor or entrepreneur…
Two of the most vicious monsters we face are “Prospect Conversion Vampires” and “Lead Generation Demons”.
These are two of the most common monsters seeking to drink us dry and steal our soul… and we must be trained and ready to battle them with wooden stake and holy cross in hand.
Who are these ugly monsters?
Lead Generation Demons are sometimes small and many times large… but they’re always trying to sabotage your ability to generate new leads.
They come in many forms such as:
This is helpful entertaining info you can use to get more clients and patients in your business or practice.