Unlike any other profession, the financial advisor must be both qualified to provide advice and skilled in selling that advice. The quality that sets the most successful advisors apart is not technical prowess but mastering certain enabling capabilities - the skills required to commercialise technical knowhow. Powerful Words is not just another sales book. Powerful Words uses cognitive psychology to help us understand what our clients are thinking when they first meet us and how this thinking must change before they decide to engage our services. Combining his own experience with the ideas of internationally- recognised thought leaders, Dani Peer provides a practical understanding of our client"s mental journey from a defensive and wary mindset to a motivated buyer; and the enabling skills required to consistently and successfully lead our clients through this journey. He challenges widely-held beliefs about where the value lies in the advisor-client relationship and presents us with...