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Camp Connelly is designed specifically for you - the Financial Advisor. With more than forty years in the business Don Connelly has done it all. Now, he’s sharing his wisdom, insight and experience with you. Learn to overcome objections, stay motivated and win clients efficiently and effectively.
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March 2010
Don's Monthly Message: It's simple. If I don't ask, I can't be rejected
Selling the trifecta. Selling something to somebody is hard enough in the best of times, let alone in times like we are experiencing now. To sell somebody not one, not two, but three things is tougher than trying to kiss somebody who is leaning away from you. But an Advisor must sell three things, in good times and in bad. The Advisor must first sell the appointment, the Advisor must open the account, and the Advisor must get referrals. One, two, three and don't miss a step. I'll bet you a dollar that the inability to close is the number one cause of failure in this industry. Actually, save your money. That's a sucker bet. I know I'm right. Closing is like prospecting. It involves fear of rejection, so too many people steer themselves away from the possibility. And it is flat out not fun. Eat your vegetables. Turn off that television. Ask for the order.
There are two things to focus on when closing any sale. The first thing is that closing a sale involves more than just asking for the order. The second thing is that, if you want to retain your sanity, closing a sale must be such a natural action that there will be no fear or hesitancy on your part at crunch time.
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