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Speaking and Writing

Written by: Donald F. Pooley

Article Overview: I just came from the Advocis, Vancouver, Annual Professional Development Day, which I attended to introduce my old friend, Joe Dickstein, the second speaker on the one-day program.

Speaking and Writing

I just came from the Advocis, Vancouver, Annual Professional Development Day, which I attended to introduce my old friend, Joe Dickstein, the second speaker on the one-day program.
I arrived in time to hear Mike Lipkin, a stirring speaker.
He spoke for an hour, but I remember very little of what he said, even though it seemed important at the time.
The truth is, I don't retain much out of the speakers at conferences, meetings, seminars, etc., no matter how stirred I may be at the time.
I learn more through reading.
How does this relate to selling financial products?
Lots of people are like me, and don't make a decision until they've read about the subject. Others are influenced by the spoken word, and will act on what they hear.
So use both when you sell.
First sell verbally, then back it up with reading material. Think of it this way: talking appeals more to the emotions, writing to logic, so build your sale with both talking and writing, both emotion and logic.
One of the speakers at this seminar said we make decisions based on emotion, then justify them with logic.
And the written word build credibility!
So use both the spoken and the written word to create sales.

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