The Advisor Solutions Podcast EP 36- Mastering Personality-Based Selling
Have you ever been in a meeting with a prospect and felt disconnected? It’s not that you dislike this person but they seem to be rubbing you the wrong way. You also notice that you might be rubbing them the wrong way too. You are pretty confident that you won’t be getting another appointment much less landing them as a client. Can you relate to this? If so, know this… you, are not alone.
Most financial advisors, insurance agents, wholesalers, branch managers, and even agency managers don’t have a well-thought-out process for knowing how to hit a prospect's hot buttons and avoid their cold ones. In other words, they have never understood how to identify somebody’s personality type to know what motivates and drives them.
In this episode, learn a process called Personality-Based Selling which will help you to be able to speak the prospect/client's language!