PCS Resource Library
Listed in this “library of best practices” are some helpful recordings that show how PCS IC’s use competitive advantages, open ended questions, agendas, positioning statements and other techniques to communicate with more impact on sales calls.
What your colleagues are saying
"I'm going to incorporate this immediately into my Monday meetings because I can see the value. It is such a useful exercise, to hear you, to hear me, and every time I'm finishing I'm like darn I could have done that better and I wish I could spend more time going back and forth.
So I'm going to embrace that in our Monday meetings and use this. This is a enough fodder for a number of different meetings."
- Bob Kelly
"The idea that the headlines and the idea that less is more, that giving 2 headlines is better than 5; you can get all five out throughout a conversation without overwhelming the client with too much at one time. I think the cushioning statement and the transition questions are just very powerful."
- Scott Sandler
"Yeah, I love it. I think Sharon told, we did a Savanna event last week and when I did my intro, I integrated the client oriented phrasing like, 'what clients like the most', I actually said, "If clients had to pick two particular aspects of capital they would pick superior client service and extraordinary returns.' I saw Sandra and the corner of my eye because I wanted to see if you noticed, and she did."
- Bill Carey
"Bill and I had a number of those CPET questions that we went through. It was just really great to be partnering with Bill on it and I think the more of that we do the better off and we Investment Counselors are going to be because someone can check someone else. If there's a certain question that we didn't quite get at or what have you, it's just nice to have somebody back you up or if someone's perceiving a client not to be interested in this or that or need to steer it another way. I'm just reminded of how important it is to be partnering on things.
- Jennifer George
"I have used the 'A question I often get' as a segue into a part of the conversation where I want to go. It doubles down nicely because I get a bit of an advertisement out of it, and then end that with a great question to steer the conversation. This has been especially helpful when there is a pause in the conversation."
- Sam Dashiell