Attention Financial Advisers: Sell More to Affluent Prospects With These Top 10 Sales Tips
As a financial adviser, you’ve got products and services that enrich lives and make dreams come true. You bring peace of mind, hope of a far better , safer future, protection and provision for loved ones. In fact, if affluent prospects only skills much you’ll help them, they might be calling you.
You know your service is effective yet many advisers within the current economy are finding it difficult to urge consumers to shop for . Sales guru, Jeffrey Gittomer says, “People do not like to be sold, but they like to buy.”
Affluent prospects want to shop for relationship with a trusted adviser who can help them solve complex financial issues and weather the economic storms in their lives. Listed below are my Top 10 Tips for fulfillment in Selling.
1. Be Passionate.
Nothing better serves in selling than an unshakable belief that you simply are providing the simplest possible product, service and value to your clients. If you do not love your product, your service and your industry nobody else will.
2. Eliminate Tire-Kickers.
Every industry has them. they are available to seminars, garbage down the food, waste some time and never buy. Always prequalify before dalliance on lengthy meetings.
3. Be Persistent.
Don’t take “No” as a symbol of private rejection. Some will, some won’t, so what? Hold your head high and advance . Don’t let rejection affect your positive sense of self-worth.
4. Be an excellent Listener.
Trade in your gift of gab for active listening. Nothing shows people you care about them quite by actively taking note of them.
5. stick with Business.
Be friendly but remember you’re not there to form another friend. you’re there to try to to business and gain a replacement client. Be professional. Use an agenda to guide your conversation.
6. Use a Consultative Process.
Establish a purpose for every meeting starting with discovery. Develop a series of scripted inquiries to determine a relationship fit, an answer fit and a product fit. Qualify before you present.
7. Be the simplest .
How you’re known by others will determine how they treat you, how they buy from you and the way they provide referrals to you. If your prospects don’t consider you the simplest , they’re going to attempt to lower your price or buy from a competitor.
8. Don’t Chase.
Let the prospect chase you. Assume control of the sale with good questions. Create urgency and excitement with compelling stories. Lead your prospect into a purchase . Never push them.
9. Think Profit.
Don’t believe making a “sale”. Clients want to understand how they’re going to take advantage of doing business with you. they need to understand what’s in it for them. they need to be assured that they gain and earn quite they need rock bottom price.
10. Make It Easy to shop for .
Create client loyalty by making it easy to try to to business with you. Prepare applications and brochures before time. Call the customer service department for your clients. confirm their service needs are handled promptly.
Keep the following pointers in mind as you steel oneself against your next sales meeting. By being thoughtful and well-prepared you’ll have more fun selling to affluent prospects.
Author, teacher and business coach Rebecca Stone is popping attorneys and financial advisers right-side-up together with her Attorney Alliance Marketing System. This one among a sort system helps professionals get a gentle stream of ideal clients at a price they will afford.