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Jeb Blount, author & sales accelerator specialist. (Courtesy photo)

“Pump and pounce,” “pitch slapping,” “shutting up.” Which of these go far to helping financial advisors get past “no” to “yes”? It’s unquestionably that third technique, as Jeb Blount, sales accelerator specialist, tells PropertyCasualty360 in an interview. The first two yammering behaviors are deeply destructive, argues the coach, called “the modern-day Zig Ziglar.”

Many advisors talk too much instead of encouraging clients to tell their stories. Indeed, the information they reveal can be invaluable in helping FAs secure a buying commitment, says Blount, founder and CEO of Sales Gravy, a sales training and development company, and through which job seekers and employers can find one another.

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