Why your clients always want to talk price – and how to change it
One of the most common reasons I hear for why advisors didn't win the sale is because they were more expensive - or couldn't match - their competitor. There are two things to be aware of here - first and foremost, is the fact that this is usually what the client says, because they now it's the easiest one to get away with, and raises the least amount of objections - how can you argue with that right? The underlying issue though is something...