Getting to “WHY?”
Getting to 'WHY?"
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"I thought the meeting went great. I shared our company's history, experience, the logos of the clients we won... Why does the prospect keep screening my calls after that?"
(a typical question in a broker's daily life)
Let's clarify: discovery work is not about the broker.
It's now about helping a prospect discover something about themselves, namely, WHY they should do something different.
Bestselling authors advise, "Someone needs to bleed in the first line..." The more time it takes you to start that conversation, the less interested your client will be in what you have to say.
Join John Sbrocco and Craig Lack for the weekly episode of the Heads Up Adviser Show: "GETTING TO WHY."
Get insights on:
✔️ Why change? - give your prospects a good enough reason
✔️ Why now? - the timing is everything.
✔️ What are the consequences? - give them a clear vision of the future.
More...
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