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Chartwell Seventeen Advisory Group Inc. | New York, NY

1. Don’t act like a salesperson – Put aside your own needs so you can focus on the prospect and their needs.
2. Don’t answer questions – Not until you know the “why” behind the question.
3. Don’t tell - Listen with curiosity, empathy, and an honest willingness to get to know the other person.
4. Don’t assume – Validate by asking a qualifying question.
5. Don’t hang up first – Only the prospect can tell you it’s over. Be strong enough to get a “No”.
6. Don’t beg – Get invited in.
7. Don’t be anxious – Relax. It’s just one prospect of many
8. Don’t allow yourself to be more invested in helping your prospects then they are in helping themselves. - Prospects need to care more about fixing the problem then you do.
9. Don’t allow yourself to be subjugated to your prospects – You are equal to all those around you.
10. Don’t book an appointment with someone if they don’t have a problem they are looking to solve. If you do, you’ll find yourself presenting and convincing, which is a long, drawn-out painful strategy.

I’d like to hear what else you would add to this list?

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