Without demonstrating empathy, you cannot make an emotional connection. Without making an emotional connection, you have significantly lessened the possibility of making a sale.
Every investment advisor I know has a fairly standard procedure for dealing with initial calls from prospects. They “qualify” them and, if they are suitable, invite them to a meeting.
I am amazed at the number of times I have been unable to find support for theories or “facts” that many assume are not subject to debate.
Innate talent is a wonderful quality, but there’s another trait that’s just as important when it comes to predicting success. It’s not creativity, emotional intelligence, charisma, self-confidence, emotional stability or even attractiveness. What is this trait?
Here’s my advice based on extensive research, which I sent forth in my new book, The Smartest Sales Book You’ll Ever Read: Ditch your agenda! While you are at it, eliminate all presentation tools.
Whether happy or sad, our brain retains information about emotional events.