Telling Ain't Selling
So yesterday I had a call with a gentleman who, evidently, wanted to tell me about his firm’s retirement planning services.
I’m not really in the market right now, but I learn a lot from listening to other people, particularly their approach to sales, so…
After the opening niceties, where he told me about:
• his background,
• his business successes, and
• some typical health challenges,
he started explaining to me how business owners often make mistakes when they set up their retirement programs.
Evidently there are all sorts of pre-tax things you can do, and plans you can set up to defer, and even avoid, taxes, as well as to make sure you don’t outlive your money.
So, having gone to Customer School, I listened. And after around twenty minutes or so, while he was catching his breath, I complemented him on how terrific his service sounded.
And then I asked him, by the way, what was the purpose of the call.
So he then tells me that he has all these leads, but he doesn’t understand why people aren’t jumping at the chance to reduce their taxes, make their money last longer, and otherwise take advantage of his services.
Can you guess my answer?
Read "The Lead Generation Paradigm: How We Generated Over $4,000,000,000 in Sales - and How You Can Too!"
and Learn Everything You Need to Succeed!
