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There are some words and phrases that, in selling to the affluent, should never be used. These verbiage mistakes can kill your positioning, make you seem pushy or showcase a sales-first mentality. Not only should these words be avoided in sales scenarios, they should also be avoided in talks with clients, team members and centers of influence as well. All of these perceptions matter. Here they are … the words to avoid, an explanation of why they’ve made our list and some things to say instead. ...
Stephen Boswell and Kevin Nichols are partners with The Oechsli Institute, a firm that specializes in research and training for the financial services industry. @StephenBoswell @KevinANichols www.oechsli.com
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