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CBFA 08 - Diagnosing an Opportunity (Part 2)


Description
Going deeper in the diagnosis, selling consultatively and building urgency by uncovering the impact of your prospect's problems and lost opportunities.
Content
  • Drilling Deeper
  • The Diagnostic Drill
  • Larry Lewis on how to turn problems into pain
  • Keeping your prospect comfortable throughout the diagnosis
  • Role-play: Larry Lewis demonstrates how to find pain featuring Kris Galenski
  • Role-play: Brian Quaranta takes Larry Lewis down the diagnostic drill
  • Role-play: BQ wraps up the diagnosis step and moves into the investment step
  • Role-play: Larry Lewis takes a turn at finding pain
  • Role-play: Larry goes after "positive" pain by asking about a dream vacation
  • Robert Cialdini on the importance of getting prospects to talk about their pain
  • Asking More Questions
  • Laugh at "The Power of Asking Why?"
  • Dr. Michael Pantalon explains the persuasive impact of asking why
  • Challenging your prospect's assumptions
  • Jeff Thull on how your questions build credibility
  • BQ demonstrates and Larry Lewis explains the importance of killer questions
  • Practice keeping quiet
  • Giving shape to potential solutions
  • Larry Lewis explains the importance of shortening the sales cycle
  • FREQUENTLY ASKED QUESTIONS
  • FAQ - Has the advisor found pain? (Not yet, he has only scratched the surface)
  • FAQ - How to resist the temptation to solve problems and keep drilling for pain?
  • FAQ - What do you do after you have fully explored one common complaint?
  • FAQ - But don't I need to get all of their financial data in the first meeting?
  • FAQ - What do you do when your prospect refuses to acknowledge their pain?
  • FAQ - What about Riskalyze and Morningstar reports? Should I use them?
  • FAQ - What about a prospect who refuses to let you do the diagnosis step?
  • FAQ - So you found pain. What's next?
  • Build Your Playbook
  • Build your playbook: Drilling for pain
  • Build your playbook: Creating killer questions
Completion rules
  • All units must be completed
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