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One More Time: Features Tell, Benefits Sell

Make sure you highlight the benefits when working with your prospects.

September 7, 2016

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One More Time: Features Tell, Benefits Sell

As a financial planner, you have the power to help change lives for the better.  Individuals come to you for help on finding a better way to pursue financial independence and create a financial roadmap that will help send their children to college, mitigate the financial risk of death or disability, and much more.

There are so many compelling “benefits” about what you do for others that “features” should only be a subtle and secondary part of the conversation.  In short, most of our dialogue with others should not be about “what it is” but rather more about “what it will do.” When working with most qualified prospects, you will find that your sales cycle will be dramatically reduced.