[IMGCAP(1)]The sales process of many professional advisors is flawed.

Recently, I watched two firms that were both shocked to learn they had missed out on a new client opportunity. Why were they so shocked? Well, in both cases, they just knew that their presentation was spot on. They had nailed it. And they knew it. They had highlighted all of the most important and relevant strengths of their firm. They had talked about industry experience. They had spoken about the depth of their resources. They had talked about their other clients. They had answered every conceivable question with a compelling answer, but they didn’t win the work.

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