When speaking with financiers. No, I am not one of them, though I have a lot to do with investments. You realize that what they do that is so useful is to keep discussing details to the very end. That is, when you have already bought the idea, it is important to discuss terms and provisions, but to start talking about them before knowing if a deal exists or not is a waste of time.
Telling a potential client all the provisions of your product in general only serves to bore them and make them want to leave you as soon as their politeness would allow them to do so. Never start a sale talking about your product, do it thinking about the perspective of the potential buyer.
It is usually very good to study and really analyze what the client is doing now that would change if you sold them your product, and your argument should be based on the whys of the change and what would be the significance, from the perspective of the client, of what he would do.
Some provisions are inedible and offend the potential client who -as you should learn to see in their eyes- gets bored stiff and starts thinking about if he’s called his wife or what he has to do at the bank.
Be brief and expressive and, overall, specify the advantages for your client.
Translated by Babelic.com
