Deeper Dive – Handling Client Resistance Breakout

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Deeper Dive – Handling Client Resistance Breakout

INSTRUCTIONS

In Groups…

Each Group will answer 2 typical objections…

Taking each challenge in turn, what potential concerns might lie beneath this voiced objection/challenge?

Taking each concern in turn… what are the probing questions you will ask, in order, to get clarity of the real concern and rule out any smokescreens?

Finally, once you are clear what you believe the real concern is what would be your considered response?

Once finished, be ready to rejoin the group and share your conclusions.

N.B. Please ensure you select submit after adding your two objections!

You will need to be logged in, so please use the following login details to submit your information…

Site: abrdn.bigrocktraining.co.uk

Username: Your email address

Password: Abrdnacc3552@23

TEAM 1

TEAM 2

TEAM 3

TEAM 4

Deeper Dive - IDI Revealing Needs - Demo & Do

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Deeper Dive – IDI Revealing Needs – Demo & Do

Let’s work through a Revealing Needs client conversation together…

What shall we pick…

Financial security in retirement – specific lifestyle goals

Making my money work harder – no specific goal

Estate Planning exploration – IHT liability exists

Deeper Dive - LifePlan Coaching Pit

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Deeper Dive – LifePlan Coaching Pit

How do we ‘signpost’ and introduce this?

What headings are most relevant and valuable?

What skills are essential?

How much depth and detail do you want?

Are there things to be wary of?

How should the client feel during and after this experience?

Deeper Dive – Our Value Proposition – Driven by Purpose

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Deeper Dive – Our Value Proposition – Driven by Purpose

INSTRUCTIONS

In your groups (Team 1, Team 2 etc.), discuss and decide what you feel has the biggest client impact when describing our WHY – HOW – WHAT.

1. WHY

Why do you do what you do? What is your purpose?

2. HOW

How do you deliver on your purpose for your clients?

3. WHAT

What does this purpose deliver? What value do you add?

You will need to be logged in, so please use the following login details to submit your information…

Site: abrdn.bigrocktraining.co.uk

Username: Your email address

Password: Abrdnacc3552@23

YOUR VALUE PROPOSITION

Elicit Infographic

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Engage Infographic

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Meeting Agenda Template

Buy in to

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Marginal Gains

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ODO Planning

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SELF-ORIENTATION

Relates to our caring and whether our focus is on yourself, or customer outcomes.

What is your centre and focus? Is it you and progressing your own personal agenda or is it the other party?

INTIMACY

This relates to our emotions and our ability to make people feel safe, even when talking about difficult topics.

Are you genuinely interested, do you care and take the time to ask, do you challenge customers when appropriate?

RELIABILITY

This relates to your actions and keeping your promises.

A great philosophy to apply, is to treat other people as you would want to be treated yourself.

No matter what we say within our organisation, as representatives of ABRDN if our words and actions do not match up, then people will start to disregard our words.

CREDIBILITY

This relates to your words, credentials and honesty.

Have you set out a clear vision for what abrdn can provide? Are you clear and easily understood at all times? Do you know your markets, your business and the opportunities your organisation supports?

VIDEO: James Kingston an Urban Climber