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BUILDING TRUST BY EFFECTIVELY MANAGING OBJECTIONS 

BUILDING TRUST BY EFFECTIVELY MANAGING OBJECTIONS

Participants check their impulses, using a multi-step model as they seek to effectively manage objections. 

Workshop Overview

Effectively handling objections is a critical skill for financial advisors. How they identify when clients may have issues, and how they conduct themselves in those situations, can have a meaningful impact on current and prospective relationships. At the onset, it’s important to spot clues that a client may have objections. These clues can either be expressed explicitly, or they can be implied.

We believe advisors should be aware of these clues. For instance, expressed objections can come in the form of explicit challenges, or deep questioning of an issue. Examples of implied objections may include silence about a particular issue, a vague “need to think about it” response, or a light-hearted joke about that particular issue.

To effectively manage these situations, we believe advisors may consider the “E.A.R.N.” model for handling objections.

E.A.R.N., A MODEL FOR HANDLING OBJECTIONS

Managing Objections

Takeaways

  • Uncover clues that there may be objections
  • Determine whether an objection is expressed or implied
  • Leverage the EARN model to help manage objections
     

MATERIALS


INTERESTED IN PARTICIPATING?

Workshop to help you build business and drive sustainable growth in advisor practices. Contact your GSAM representative for more information.

Related Topics

The Art of Listening & Asking Questions

The art of careful listening goes hand in hand with effective questioning--and both skills can be critical to a financial advisor's success.  

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