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OVERVIEW AND TOPICS
Preparing To Win The Business
Sources of wealth and their connection to the activities and exposures often associated with high net-worth clients.
The Client Buying Decision Process
The top five key traits and qualities demonstrated by top sales leaders, the eight Decision Process Principles and their application to high net-worth clients.
The Process of Selling: The Diagnostic Appointment
Dynamics 3‐Step Sales Process, how to build trust with clients, leveraging personality and buying styles to develop selling strategies, and how to create a Diagnostic Appointment Questionnaire.
Advanced Client Communication
Asking questions with purpose and the four types of probes used in questioning and how to counter objections with precision prompters.
A Practical Approach - Presentation and Referrals
Decisions to make prior to meeting with buyers and how to cultivate your Center of Influence for high net-worth client growth.
