This list represents those companies that chose to participate.
Prosperity Capital Advisors
RBC Wealth Management
Retirement Advantage Inc., The
Retirement Media Inc.
Richard Matoff & Associates
Ridge Worth Investments
Saddle River Capital Management
Senior Care Associates Inc.
Sentinel Benefits & Financial Group
SII Investments Inc.
South Central Bank N.A.
SWBC Wealth Mangement
Teller & Seefeldt
Virtue Capital Management
Wealth Protection Advisory
4 ways to become a better listener
1. Concentrate on the prospect: It’s hard
to do, at least at first, but the single most
effective thing you can do is to consciously
concentrate on each word your prospect says.
2. Focus on context and agreement:
While listening to your prospect, consciously
focus on what your prospect is saying in
the context of the overall discussion. Is the
prospect giving a subtle message between
the lines? Do the words your prospect is
saying match their body language? Concentrating on what they are saying in context
and examining to make sure words and body
language are in agreement will force you to
really concentrate on what is being said.
3. Pause before talking: When we’re anxious to
get our point across, we tend to interrupt and break
into our prospect’s discourse. This is rude and a
solid indication we really aren’t listening. Wait
two seconds after your prospect finishes talking.
This pause gives you a bit of time to think of your
4. Restate your prospect’s statements: Once
your prospect has finished their statement, reword
it back to your prospect to make sure you understand. Say something like, “So, Ms. Prospect, I understand that your concern is…” or “I want to make
sure I fully understand, you are suggesting that…“
Although hardly natural for most of us, listening is
a skill we can — and as sellers must — learn.
SOURCE: PAUL MCCORD