If you’ve clicked over to this letter then you’re obviously interested in taking your career to the next level. Let me tell you how I can help.
Every Tuesday, you will get an actionable piece of advice from Don Connelly, related blog posts on the topic, and what's new on the blog PLUS Don's "10 Great Analogies" in pdf format right away.
Your goal is to implement the strategy you have devised for your client. You can’t implement your strategy until you ask your client to make a decision.
Probing is the ability to uncover the listener’s attitude toward your suggestion. You want the listener to buy in, so you probe as you go along to find out exactly how you are doing.
An Initial Benefit Statement is what you say to open your presentation. It explains why your listener should be interested in what you have to say.
Learn the correct way to give a formal presentation and then give a correct presentation every single time.
Client are not always clear about their own goals. The more they talk, the more the goals emerge. Learn how to get people talking. Ask the right questions. Become a professional listener. You can't begin to help people until you know their goals and sometime they aren't clear themselves. And remember, goals often change over time. You can't just ask in the beginning and then forget about it.Running Time: 2:04
"I don't want to lose any money" is not a question, it's a comment. Learn how to turn a comment of this nature into a question and then learn how to answer the question. The answer begins with telling each and every client that it is not your mission to make people rich. It is your mission to keep people from being poor. You are acutely aware that nobody wants to lose money and you conduct yourself accordingly. Running Time 1:27
People have to want to listen to what you are saying. Running Time: 1:05
An objection is your friend because it allows you to know what the other person is thinking and fearing. If you succeed in allaying the person’s fears, you are one step closer to gaining trust.Running Time: 2:04
I know that you want your presentation to be spot on every time. After all, we are not paid on how much we know. We are paid on how well we communicate what we do know.Running Time: 3:24
Don't try to cut costs by buying the wrong product.Running Time: 1:38
Coach K uses stories rather than just words to communicate with his players. This great communicator has 1000 wins. Storytelling works for him and it will work for you.Running Time: 2:30
The longer you wait the more risks you must take. Running Time 2:17
Know your audience!Running Time: 0:42
Here's how to explain your fees and commissions to your clients.Running Time: 0:56
There is no secret to this, look them in the eye and ask.Running Time: 0:50
Overcome the only three objections you'll ever hear in this business.Running Time: 2:27