Magnetic Connections 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! More, it is simple, logical and scientific!
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!