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E-Book - Delivered in electronic format
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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