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 critical – it’s better to delay it than to rush it.
Ryan Schutty covered cold calling – from creating your list (personalize it) to overcoming objections (interrupt their pattern). Now, it’s finally time for the first meeting. Instead of ABC, try ICC: Inquire, Clarify, Challenge. Read more