Overview

What causes potential clients to say ìyesî or ìnoî to our proposals? Well, if we could read our potential clientsí minds, we would see the five questions they use to make their decisions. Five questions? Yes. We will know the exact sequence and importance of these decision-making or decision-breaking questions. And 80% of this process happens even before our presentations or proposals begin. What does this mean to us in real life? No more convincing, proving, and information dumps. Instead, we will allow our prospects to willingly volunteer to do business with us, before we even propose solutions. Enjoy this clear and fascinating journey into our potential clientsí minds. Discover why the old school sales techniques of the 1980s no longer work. Our prospects are over-marketed to, subject to constant advertising, and can search for their own solutions online. But none of this matters when we do our job of guiding them through the minefield of insecurity and doubt. In the new world of instant decisions, we need to master the words and phrases to successfully move our potential clients to lifelong clients. Easy Ö when we can read their minds and service their needs immediately. Can we master these new words, phrases, and five questions quickly? Of course we can, and this book shows us how. Let sales experts Bernie De Souza and Tom ""Big Al"" Schreiter share their secrets of instant rapport through closing.

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9781892366818

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Reviews

"""As a leading advocate for soft skills in the UK, I think this book will really help financial advisers and insurance agents internationally employ 'good practice' principles to ultimately deliver better outcomes for their clients. Soft skills better enable the implementation of technical competence to ensure consumers receive the right advice, and move them into action. This is a great, easy read."" --Keith Richards, CEO of the Personal Finance Society and Managing Director of the Chartered Insurance Institute ""Bernie coaches our team with the skills to get more clients. This easy reading book is full of practical ideas on getting our clients to make yes decisions. Having known Bernie for several years I have been impressed with the way he has helped many advisers to achieve an increase in their skills, abilities and success."" --Janine Edwards, Principal Partner, St James's Place Wealth Management ""I like that this book teaches us to focus on client's needs, what's in their minds and delivering what is best for them. A great read!"" --Mark Duckworth, CEO of Openwork Ltd ""After watching Bernie speak at our Annual Conference and reading this book, it does what it says on the tin--it helps Advisors to get yes decisions from their clients more easily."" --David Cassidy, Managing Director, Wealth at Work ""This book guides the reader through the prospect's thought process on first impressions and the words to use to build trust, rapport and belief with the prospect. Well written, easy to read and full of easy to use ideas and recommendations."" --Marvin Feldman, former President of the Million Dollar Round Table"

As a leading advocate for soft skills in the UK, I think this book will really help financial advisers and insurance agents internationally employ 'good practice' principles to ultimately deliver better outcomes for their clients. Soft skills better enable the implementation of technical competence to ensure consumers receive the right advice, and move them into action. This is a great, easy read. --Keith Richards, CEO of the Personal Finance Society and Managing Director of the Chartered Insurance Institute Bernie coaches our team with the skills to get more clients. This easy reading book is full of practical ideas on getting our clients to make yes decisions. Having known Bernie for several years I have been impressed with the way he has helped many advisers to achieve an increase in their skills, abilities and success. --Janine Edwards, Principal Partner, St James's Place Wealth Management I like that this book teaches us to focus on client's needs, what's in their minds and delivering what is best for them. A great read! --Mark Duckworth, CEO of Openwork Ltd After watching Bernie speak at our Annual Conference and reading this book, it does what it says on the tin--it helps Advisors to get yes decisions from their clients more easily. --David Cassidy, Managing Director, Wealth at Work This book guides the reader through the prospect's thought process on first impressions and the words to use to build trust, rapport and belief with the prospect. Well written, easy to read and full of easy to use ideas and recommendations. --Marvin Feldman, former President of the Million Dollar Round Table

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