Moving clients from no to yes

Wouldn’t it be easier if prospects said, “Stop talking! You convinced me! Where do I sign?” Of course, this almost never happens. Sometimes clients say yes. Sometimes, it’s “Let me think about it” or “I will let you know.” The message being, “No, I am not buying today.”

As a financial advisor, you must be respectful. However, if you dig deeper to find out why your client said no, you may move them to a yes. With additional questions, here are some possibilities you could uncover:

1. The money might not be available now, but it will be soon. This may mean they have a CD maturing in a few weeks or expect a bonus, and they are looking for better investment alternatives. Learn about their time frame. Follow up before — not after — the due date.
2. They’re uncomfortable because they don’t understand the product. As a financial advisor, you are a professional. Without realizing it, you may have used industry jargon. Your prospect might have gotten lost while you were talking and is reluctant to admit it, so instead they defer deciding. Summarize key points and ask if there is anything they want you to review.
3. They’re considering other options. They are shopping around. They might be talking with other financial advisors. They are considering insurance, investments or banking products. They are in the exploratory phase, and this requires your follow-up.
4. They’re not the sole decision maker. This might be said as, “I need to speak to my partner.” This makes sense. Decisions with both names on the document should involve both parties. If one signature is all that is required, could they get their partner on the phone? If you know in advance both parties need to sign, can both parties attend that meeting?

Follow-up is important. You need to spell out what happens next and when you will be back in touch. Hopefully their “No, not now” becomes a yes.

Bryce Sanders is president of Perceptive Business Solutions Inc. His book, “Captivating the Wealthy Investor,” is available on Amazon.

For more ideas to handle objections

• Read “The ART of handling objections” (MDRT member-exclusive content)
• Watch “Power questions in objection handling” (MDRT member-exclusive content)