It’s a natural impulse to argue or justify against an opposing viewpoint when confronted with an objection. A defensive posture does little to build strong client relationships or successfully influence their perspectives. Producers who are passionate about the solutions they provide can make clients feel pressured if they react in this way and mishandle objections. While advisors cannot always prevent or anticipate objections, they must understand how effective responses can address client … [Read more...]
About the Author
A 20-year MDRT member with 20 Top of the Table honors and has built one of the UK's most successful and highly respected businesses. His book, 'Dare To Be Different' has sold over 400,000 copies, across more than 60 countries - and it is now published in 8 languages.