Conversational Selling

<p><strong style=background-color: rgba(255 255 255 1); color: rgba(49 48 48 1)>Helping advisors thrive is at the core of everything we do at The Covenant Group.</strong><span style=background-color: rgba(255 255 255 1); color: rgba(49 48 48 1)> </span></p><p></p><p><span style=background-color: rgba(255 255 255 1); color: rgba(49 48 48 1)>We apply a best practices methodology to answer the question: What distinguishes the top performing advisors from the other 99%? What has led to their success is the implementation of a set of six principles. Top performers apply these principles to set themselves up for sustainable growth:</span></p><p></p><p><span style=background-color: rgba(255 255 255 1); color: rgba(49 48 48 1)>Principle #1: Where relationships matter so too do conversations and stories.</span></p><p><span style=background-color: rgba(255 255 255 1); color: rgba(49 48 48 1)>Principle #2: The narrower your focus the bigger the opportunity.</span></p><p><span style=background-color: rgba(255 255 255 1); color: rgba(49 48 48 1)>Principle #3: If you know how to open you don't have to close.</span></p><p><span style=background-color: rgba(255 255 255 1); color: rgba(49 48 48 1)>Principle #4: Buying is a series of micro-decisions.</span></p><p><span style=background-color: rgba(255 255 255 1); color: rgba(49 48 48 1)>Principle #5: What separates high performers from average performers is the time horizon in which they think and act plan and implement.</span></p><p><span style=background-color: rgba(255 255 255 1); color: rgba(49 48 48 1)>Principle #6: There are three truths in decision-making. All decisions are value based confidence based and risk based.</span></p><p></p><p><span style=background-color: rgba(255 255 255 1); color: rgba(49 48 48 1)>You don't have to take my word for it. This book features interviews with highly successful advisors so you will see how they apply the principles in real-life scenarios. You stand to learn from the best how to manage and grow client relationships.</span></p><p></p><p><span style=background-color: rgba(255 255 255 1); color: rgba(49 48 48 1)>One more key item separates elite performers from average performers-they understand the importance of stories. A sales conversation involves stories. The buyer and seller share their narratives. A successful outcome is a shared story.</span></p><p></p><p><span style=background-color: rgba(255 255 255 1); color: rgba(49 48 48 1)>My purpose in writing this book is to help advisors reach the next level of their business and the level after that. The concepts are practical and proven. </span></p><p></p><p><strong style=background-color: rgba(255 255 255 1); color: rgba(49 48 48 1)><em>In these pages are models and methods that enable you to attract and retain the right clients.</em></strong></p><p></p>