In episode 17 of Banking on Sales Success, your host Brian Drake tackles a common objection faced by bankers during the holiday season. Many clients claim they're too busy and prefer to delay meetings until after the festivities. Brian not only explores the psychology behind this objection but equips you with two powerful strategies to overcome it.
Strategy one involves a straightforward approach—penciling in the appointment for the first weeks of January while emphasizing flexibility. This ensures clients with genuine intentions secure a spot on the calendar, even if rescheduling becomes necessary.
Strategy two dives deeper, encouraging an honest conversation to unveil the real objection. Brian guides you through asking strategic questions to determine whether the delay is due to genuine busyness or a lower priority. This approach separates clients genuinely interested in financial discussions from those offering excuses.
Join Brian as he shares valuable insights and strategies to increase your success in getting clients onto the calendar during this busy season. Learn to navigate objections and prioritize clients who genuinely value your financial expertise.
Email: Brian@elitebankeracademy.com
LinkedIn: https://www.linkedin.com/in/thebriandrake/
In episode 17 of Banking on Sales Success, your host Brian Drake tackles a common objection faced by bankers during the holiday season. Many clients claim they're too busy and prefer to delay meetings until after the festivities. Brian not only explores the psychology behind this objection but equips you with two powerful strategies to overcome it.
Strategy one involves a straightforward approach—penciling in the appointment for the first weeks of January while emphasizing flexibility. This ensures clients with genuine intentions secure a spot on the calendar, even if rescheduling becomes necessary.
Strategy two dives deeper, encouraging an honest conversation to unveil the real objection. Brian guides you through asking strategic questions to determine whether the delay is due to genuine busyness or a lower priority. This approach separates clients genuinely interested in financial discussions from those offering excuses.
Join Brian as he shares valuable insights and strategies to increase your success in getting clients onto the calendar during this busy season. Learn to navigate objections and prioritize clients who genuinely value your financial expertise.
Email: Brian@elitebankeracademy.com
LinkedIn: https://www.linkedin.com/in/thebriandrake/