Summertime Selling Skills Here we are at week 5 of my Summertime Selling Skills series, looking at the top 10 mistakes advisers make at the first meeting. So far we’ve dumped the talk and the fact finder, we’ve reined in our vampiric tendencies and practised our carrot-dangling. Now we’re going …
Displaying 24 Posts categorized under Customer service
Put The Gun Down And Walk Away From The Fact Finder
Summertime Selling Skills Welcome to week two of my Summertime Selling Skills series all about the first meeting and the top 10 mistakes advisers make. Last week we discussed talking too much at the first meeting, this week I ask you to put the gun down, and step away from …
You Talk Too Much
Summertime Selling Skills Throughout August and into September I’ll be bringing you a Summertime Selling Skills series all about the first meeting. There are four aims for a good first meeting: For you to understand something of the client’s issues For the client to understand the real issues they are …
You Don't Understand Segmentation If…
Client segmentation is something that everyone has been told to do and in recent years many firms have had a go at it (often reluctantly). Here are some reasons firms do it, which in my view entirely miss the point: Their compliance person told them the regulator said they had …