“I don’t know what to say, ” said the veteran financial advisor when I asked him to role play a prospecting call. Is it true he didn’t know what to say or was he thinking too much?
If there is one “secret” to successful prospecting, it is to be 100% in the present moment. Stop thinking and trust.
When you have a laser-sharp value proposition that you have integrated into your “being” . . . your emotional backbone will be strong and confident. You can be in-the-moment and you will know exactly what to say and what to ask!
