Summary:Financial advisors’ discomfort with sales is often in inverse proportion to their ease with numbers, graphs and tables. To a professional seeking to provide expertise, and priding himself on his knowledge and competence, selling can feel unpleasantly self-assertive, yet sooner or later advisors recognize that revenue-generating actions must be taken.
 Most of the time people will assume that if they’ve taken all the steps in the process that the closing just comes naturally. It’s really just learning the language to ask for the close in a way that’s comfortable for the advisor and lets the prospect know that they want their business. People really do like to be asked."Beverly Flaxington,The Collaborative . |
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