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Horsesmouth Essential: Or do you merely wait to talk? There’s more to listening than not talking—and prospects and clients can tell the difference.
It’s utter nonsense and a terrible message for advisors. You can’t be successful unless you recognize how essential it is to sell investors on the value of your knowledge. But first you must understand the definition of selling.
Prospects today lead lives much different than they did even a few short years ago. Your sales process must adapt to their increased caution, busier lives, and shorter attention spans if it's going to remain effective.
The collective wisdom culled from these sales gurus can improve your selling in any market environment.
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