Let’s create a scenario. You’ve been introduced to a prospective client. You have reached out and had an initial phone call. After the call you sent your introductory kit by two-day courier and now you’re about to meet the prospective client for an initial appointment.

Many of the most successful professional advisors I know have increased their persuasive impact by radically altering their sales process with prospective clients. These advisors (many of whom used to be salespeople) have evolved into professional consultants; they now strive to attract new clients rather than chase them. Instead of using the old school sales process to close business...

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