Posts tagged ‘ICC’

3 Simple Steps to Closing

Ryan Schutty covered cold calling – creating your list (remember to personalize) to overcoming objections (interrupt their pattern). I covered a method you can use in your first meeting – ICC: inquire, clarify and challenge. Now, it’s finally time to close the sale. We may not like the ABC…

Read more

ABC – Always Be Closing – is so 1992. Try ICC – Inquire, Clarify, and Challenge.

The sales landscape has changed. The famous ABC concept (Always Be Closing) doesn’t work very well anymore. Most advisors and financial professionals don’t sell transactional products, and clients have access to information like no other time in the history. So while the close is still…

Read more