Investment Management

Closing the Sale, Not the Relationship

A delicate balance is required between the ABC’s of sales (“always be closing”) with the appropriate respect for the needs of long-term clients.

Here are some things to keep in mind:

  • Be patient in explanations, repeat and simplify if necessary to make sure client understands
  • Use rhetorical questions to bring home points, such as "do you see how this may help you achieve your retirement goals?"
  • Encourage your clients to "paint a picture with words" of what they want as the end goal of investing
  • Listen to uncover the true reason for skepticism, rather than argue it away or shrug it off
  • Before closing, ask if there's anything you have discussed that you can help explain
  • Summarize your proposal, repeating the key points