Sales Excellence for Financial Advisors ( 6 of 13): Story-Based Selling

Story-Based Selling by Dr. Kerry Johnson  Imagine this … you’re trying to explain to a client how important it is to stay disciplined and focused on building wealth for the long term. You quote statistics like “the average American doesn’t contribute to their 401k plan and are 3 months away from bankruptcy.” All they’d have to do is remember to dollar cost average with monthly contributions but they seem confused and want to take some time think about it. You can stop there, or you could tell this story …