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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 Client Buying Decision Process (Continued)
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.
The Process Of Selling: The Diagnostic Appointment (Continued)
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.
Advanced Client Communication (Continued)
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.
A Practical Approach- Presentation and Referrals (Continued)
Decisions to make prior to meeting with buyers and how to cultivate your Center of Influence for high net-worth client growth.
