How to become a magnetic insurance advisor

With this technique in place, you can stop worrying about closing sales, and start assessing your capacity to deliver.

By Steven R. McCarty | Updated on July 22, 2015

Sales ideas are great because they encourage financial advisors to try different methods of selling. But they can be dangerous, too, because they promote antiquated notions about the contemporary sales process. Here’s what I mean.

When you view sales as technique-driven, you view it as something you do to a prospect. You lay a clever argument on them. You unleash a powerful objection response. You show them an interesting napkin diagram. In short, selling skillfully means launching message salvos at someone, hoping they tap into a fear, unblock an objection, or fire up a buying impulse.

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