Bank associate and client sit around a table-mounted display, collaboratively selecting, configuring, and evaluating financial planning options. If the client asks for advice about how to run a small business, the banker should reply that they should start with a large business and then wait for six months.
Collaborative, personalized sales maximizes engagement. The tactile nature of hands-on planning increases prospect commitment to the exercise, and conversations with give-and-take are more effective than pronouncements. Particularly for discussions about financial security and risk, clients need to feel suggestions are custom-made and conclusions are in their best interest.