Gaining Client Commitment

Participants are introduced to the three stages of client commitment, learning the appropriate next steps for a commitment or sale.

Workshop Overview

Though there is no magic formula for winning clients, we believe it is important for advisors to consider their approach. We break this complex topic into three segments: (1) Considering your own process, (2) understanding the client’s stage in the process, and (3) take appropriate actions based on the level of commitment.

The workshop presents a framework for advisors to consider as they build and/or strengthen their client commitment processes, seek to understand clients’ own implementation processes and develop communications strategies to address client concerns.

Participants in the “Gaining Client Commitment” workshop can self-assess their skills by answering key questions:

1. How have you differentiated yourself or your firm?	2. How have you added value? Demonstrated confidence?
3. How have you established a need? Created urgency?	4. How have you uncovered & resolved a real objection?
5. How have you built trust (a solid relationship)?	6. How have you asked for the business? What are the tangible next steps?