Sales Speaker Says Smart Scripts Earn Million-Dollar Commissions And Happiness!
buyers.”
Instantly, I liked that phrase and got the picture. The broker didn’t use an obviously canned, off-the-shelf dumb script for developing the trust needed to sell big-ticket investments.
Instead, he sold the concept of his company’s financial products: An above average return with zero risk to invested principal. This type of investment was a great fit for inherently conservative institutional investors and their portfolio managers. His job was to match their professional-emotional profile, which was risk-aversion with desire for better returns, with his products. Sometimes this took several contacts to accomplish.
Lest you think this type of “meaningful” selling is reserved for esoteric investments, I should tell you about a chat I just had with the owner of an advertising specialty company, which markets imprinted pens and other products as sales
