How to Read Your Client’s Mind

Part of your job as an advisor is to establish a need, recommend solutions and fill that need with the best products available that fall into the clients/prospects budget.

You will walk out of this program with a greater understanding of what your clients want from you and how you can deliver results to them in the way that they will buy it.

Top sales producers today mention people skills as critical to increasing their business. Yet most spend nearly 100% of available training time learning about products and the technical issues. The truth is that your prospective clients never have and never will make their decision based solely on products or services. They make their decision to buy based on you. 

New research conducted at the University of California at San Diego has shown that trust is worth 17% of the gross price of your product or service. This means you can increase your prices by 15% and you won't lose business: If there is enough trust. It also means without trust, your clients will leave you for the first discount they find. Unless you have a monopoly, your ability to generate trust is the most profitable skill you possess.

This program is focused on giving you techniques you can use today to significantly increase your sales production by learning how your clients think.  When you know this, you will be able to market the financial services products that you are licensed to sell.

When your client or prospect says NO they do not want to buy life insurance, disability insurance, long term care insurance, critical illness insurance, home or auto insurance you will know the real reason why.

Some of the transferable techniques you will gain as a result of hearing this program are:

1) How to magnetically attract clients without manipulation.

2) The most persuasive words you can use with your clients at any time.

3) How to gain trust with any client in 3 minutes or less on the telephone or face to face.

4) How to check how much trust you have.

5) Women are and will be a huge catalyst of change in the coming years. They will also become a major source of your new business. Yet men still do not have a good idea of what women want or even how to communicate with them. You'll learn not only how women influence your business but also how to build strong customer relationships with them in any business situation.

Presented by Dr. Kerry Johnson

Kerry L. Johnson, MBA, Ph.D. is an internationally known author and speaker who presents at least 12 programs a month to audiences from Hong Kong to Halifax, and from New Zealand to New York.  Traveling 8,000 miles each week, he speaks on such topics as "How To Read Your Client's Mind," "Marketing to the Affluent" and "Peak Performance: How to increase your business by 80% in 8 weeks." 

Kerry has been the keynote speaker at the Million Dollar Rountable, The College for Financial Planning and the Bank Marketing Institute. In addition to speaking , Kerry currently writes monthly for fifteen national sales and management magazines whose editors have dubbed him "Thge Nations Sales Psychologist." He is the author of seven best selling books including,

Peak Performance: How to increase your business by 80% within 8 weeks (Prentice-Hall)

Mastering the Game: The Human Edge Inn Sales and Marketing (Louis & Ford)

Sales Magic: Willpower that Secrets of Self Discipline (Morrow)

Behavioral Investing: Why Smart People Make Dumb Mistakes With Their Money

His monthly newsletter The Winning Edge, is one of the best read sales and customer service newsletters. In 1980 Kerry was a stock broker with Kidder Peabody. In the 70s, Kerry spent two years competing on the International Grand Prix Tennis Tour. He played both singles and doubles matches against some of the world's top tennis players. In 1984 Kerry was recognized by the U.S. Jaycees as one of The Most Outstanding Men in America.



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