Look your clients in the eye. If they are a couple, make sure you look at both and include both in your presentation. After you have given enough background to prove your credibility, it is now time to sit back and listen and build your proposal around their wants, needs and dreams. Yes, be prepared to offer a ham sandwich even though you were all pumped up about offering the prospect a steak. Being a proficient listener is much harder than being a proficient presenter. The advisor that first listens, comes back with a plan tailored to the client's goals.
What do you think sells better? Your proposal or the solution to theirdreams? Think about it... Hey... don't talk... think first.
Until next time... good selling!