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?
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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.
I have never met an advisor who does not want to increase her assets under management, yet this subject is rarely discussed at advisor conferences. Instead, most sessions focus on technical financial issues, like active versus passive management, the direction of markets, alternative investments and similar subjects.
Have you ever approached a stranger in a foreign country to ask for directions, and the response was something like “no speak English”? There was no way for a dialogue to take place. You may not realize it, but many of your prospects feel the same way when you do the “data dump.”
Sales is hard. We often encounter resistance to our product or service. If you’re selling Fords, it’s likely a prospect might tell you Chevrolet has some features missing in your model.