And here we have the second half of the story. Remember, in part one of this two part series, you left your client sitting in their favorite chair, eyes closed, dreaming about what they were going to do with all that new found financial freedom.
In this segment we will hear about how to handle the second call – the “good news”. How to set it up and close the appointment.
But what about “bad news”? I will give you some ideas on how to handle that and keep the client in the process.
Remember, no deal is ever cold unless YOU allow it to go cold. Using this information, you will increase your application count and subsequently, your income.