If you are like most Advisors, your company has given you a lot of facts about the solutions you offer and very little help learning how to ethically persuade prospects and clients to buy from you.
Any Advisor who offers a product or service that has to be connected to the needs and requirements of a client has to have reliable communication skills. You must ask questions, listen carefully and relate answers to the important reasons why the client can benefit from your advice and services.
You need to support the ideas that the client expresses in agreement and also remove doubt whenever it may be an obstacle to reaching an appropriate outcome.
Professional Advisors know the only way to win … in any prospecting conversation, is for the Advisor and the prospect to win together.
Every time you talk with a prospect you have a reason for communicating with them. And the reason prospects agree to talk to you is because they have questions, concerns or unfilled needs.
When you and your prospects achieve your objectives, you both win. But if either of you fails to reach your objectives, you both lose and your relationship potentially suffers. That’s why communication awareness and ethical persuasion skills are essential.
With CAPS™ Training, you learn to listen effectively and evaluate your prospect’s attitudes correctly. You learn to respond appropriately and influence your prospect to take appropriate action so they achieve the outcomes they want.
With ethical persuasion everyone WINS!
