Chris Collins explains why fear-based selling backfires. He uses a dark joke about refusing brake service to show how guilt-tripping customers damages trust and respect. Real advisors know repetitive pressure doesn't work.
The third thing, and this doesn't happen that often, every once in a while you'll get an advisor that's too aggressive, but saying any sort of thing that is fear-based, right? So the joke used to be like, if a customer declined their breaks, you would say something to the effect of, oh, okay, well, I hope you don't slide into a school bus full of kids. You know, any sort of derogatory fear-based, like, oh, you don't care about your kids. Or you don't care about others, you, you know, you'll just drive around with brakes that don't work. Really, you know, is disrespectful, but it also is missing the point altogether in that, in that way. So any sort of derogatory, fear-based selling comes off as manipulative and, and doesn't work. Um, and we've talked about this many times, like there's advisor training out there that will tell you to ask 5 times. Anybody who's written service a day in their life understands that you can't ask a customer
