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Aug 30 2024 / Global Conference

Power questions in objection handling

Advisors tend to take a defensive stance when dealing with objections, Sofia says. She explains how to welcome objections and lead dialogues with clients to open their minds and see things from your perspective by asking the right questions.

By Mariana Sofia CFP, MCom (IS)

Topics Covered

Objections

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AUTHOR

Featured in this video

Mariana Sofia, CFP, MCom (IS), has been in the financial services profession for more than two decades, specializing in family protection. She is a worldwide speaker on various topics, such as sales ideas, storytelling and how to handle objections, and is the author of the book “Power Questions in Objection Handling.” As a breast cancer survivor, she is passionate about sharing her journey to provide hope, guidance and resilience to others going through difficult situations.

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