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- Title
Reversing the Dialogue.
- Authors
Finley, Daniel C.
- Abstract
The article provides advise to financial planners to get a buy in from their prospects or clients on their recommendations. The author suggests that planners involve prospects by in a discussion by mapping out questions to be asked in the reverse order till the stated requirement or need is encountered. According to the author, such a dialogue helps to systematize the needs assessment, which can be repeated for other engagements, reduces anxiety and increases social connect with the prospects.
- Subjects
FINANCIAL planner-client relationships; SALES prospecting; DIALOGUE analysis; QUESTIONING; NEEDS assessment
- Publication
Journal of Financial Planning, 2015, Vol 28, Issue 5, p26
- ISSN
1040-3981
- Publication type
Article