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Financial Services Sales Objection

Our clients expect face-to-face meetings — they're not going to use a portal.

3 responses
anchor
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"The portal doesn't replace meetings — it supplements them. Clients get documents, updates, and portfolio data between meetings. The face-to-face relationship stays exactly as it is."

probe
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"What percentage of your client meetings are routine updates vs. strategic consultations? The portal handles routine so you can focus on the high-value conversations."

validate
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"Face-to-face is where trust is built — I'm not arguing against that. But routine information sharing shouldn't require a meeting. The portal handles the 80% so you can spend the 20% on what actually matters."