Posts tagged ‘Listening’

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…

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Assume nothing, ask everything.

For a while now, I’ve helped advisors and financial professionals develop their “story,” or their value proposition, and then helped them incorporate it into a marketing plan and their everyday practice. It’s a privilege listening to someone’s story and I really enjoy doing it –…

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