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Regular Price: $79
Sale Price: $49
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E-Book - Delivered in electronic format
Print Ready
153 pages
Language: English
Publisher: Ensight Press
Magnetic Connections is simple, logical and scientific! It is the most comprehensive how-to manual on how to succeed at the most important (and difficult) task in your career - facilitate the consultative selling conversation - period!
Written specifically for financial services professionals, and based on years of personal research and experience, this book combines the best practices of Consultative Selling and Question-Based Selling. We also give you key learnings from Cognitive and Behavioral Psychology. You will learn how to: Capture attention, Demonstrate credibility, Make an emotional connection, Elicit client pain and value, Guide clients to persuade themselves, Get commitment, Expand the relationship!
Table of Contents
The Psychology of Persuasion and Influence
The Art and Science of Questions
7CS of Consultative Selling
1. Curiosity
2. Credibility
What is credibility?
Trust
Trust Enablers
Respect
Characteristics of Successful Trusted Advisors
Credibility By Association
The Power of Getting Into Print
Objectivity Increases Credibility
Where Are You on the Credibility Index?
Credibility is NOT About Showing How Smart You Are
Use Diagnostic Questions to Build Credibility
3. Connection
Listening
Face Values - Read and Connect
Rapport
4. Concerns
Give them a LUIE
Eliciting Concerns
Levels of Abstraction
Bridging the Gap
Enable Self-Discovery
The Diagnostic Approach
The Pain-Implication-Payoff (PIP) Process
What He (the Prospect) Gets Out Of It
5. Consequences
'What If' Questions
The Consequences of Inaction
Sense of Urgency
Payoff: Show How Good Life Will Be When….
Describe The Payoff in Their Language
Building the Motivation Machine
6. Commitment
Confusion -- how to recognize it
The 2 main causes of confusion
Words that Confuse
How to get out of confusion
The up-side of 'huh'
Kinda, Shoulda, Woulda, Coulda and other words to avoid
Make it easy to do switch to you
Commitment Questions
Dealing With Objections
Figure out what's really behind the objection
How to Help the Prospect Buy
7. Continuance
Appendix A - Questions Matrix 140
Appendix B - Presentation Psychology
Appendix C: The Right Frame of Mind
Dealing with Self Talk
Appendix D: First Meeting - Step-by-Step Process
Appendix E: Client-Centered Vs. Investment-Centered
Appendix F: Trust Realms
Appendix G: References
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