In smaller meetings, and particularly in one-on-one presentations, presentation tools like PowerPoint and a whiteboard can be sales killers.
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Financially successful people are often caught up in the endless pursuit of status which yields frustration instead of contentment.
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?