SALES PRO INSIDER BLOG
Convert Consistently with Customs and Connections: Meet the Reflecting Tribe
Have you met with prospects who had very specific questions about the what, how, and when of working together? If so, you may have heard questions such as: What happens then? When will that be addressed? Your answers to those important “how to’s” are important to the Reflector buyer Tribal Type during sales conversations. The Reflector Tribe is...
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Convert Consistently with Customs and Connections: Meet the Commanding Tribe
You may hear these questions in your sales conversations: Why is that? What does the research show? These are two questions a buyer who is in the Commander Tribal Type may ask during your sales interactions. And they are the focus for this installment of the series: Convert Consistently with Customs and Connections. This is your introduction to...
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Convert Consistently with Customs and Connections: Meet the Achieving Tribe
Meet the Achiever Buying Tribe: How soon? What’s the net or result of this? Those are two questions you might hear from the Achiever Tribal Type during your sales conversations. And an introduction to this Achiever Tribe is the focus for this installment of the series: Convert Consistently with Customs and Connections. Introducing the...
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Convert Consistently with Customs and Connections: Buyer Behavior & Tribes
Most of us have realized that there are differences in people’s ways of acting, the information that’s important to them, and the style in which they approach things. And most of us have found ways to work with those differences. But to consistently and efficiently benefit from the “magic” of talking other people’s languages, we need...
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Convert Consistently with Customs and Connections: Series Kickoff
Have you ever considered how the “language” and “customs” of your buyers affects what they need to make a confident decision to move forward with working together? During an eight-country implementation of our sales training course years ago I realized just how important these individual considerations were, especially for the comfort level of...
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The Lead Gen Tip Nobody Wants to Hear
Imagine this scenario: A prospective clients contacts you and asks if you’ll start investing their money without providing any context into their larger financial situation, their goals, or any other discussion. Would you do it? Most financial advisors wouldn’t. They would explain to this person that before leading any investments, they first...
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Why Your Clients Think with Their Feelings and What to Do About It
What factor do you think is most important when your prospects make decisions—emotions or facts? Well, the research is clear. When all considerations are similar, not equal but similar, emotions win out as the most important criteria for making a decision. This may be a surprise as many people insist that they make decisions based on facts. Yet...
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Now is the Perfect Time to Take Imperfect Actions
Warning! The content of this message may be offensive to the perfectionists and OCD folks. Do you want to complicate growing your business, or book of business? If so, strive for perfection! What? Yes…a strive for perfection and getting “everything right” will get in the WAY of having the clients you enjoy working with, achieving a profitable...
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The Only Sales Tip Financial Advisors Really Need
Don’t you wish there were a big red “Easy” button that would make all your selling efforts more efficient and productive? Well, there is! All your prospect meetings will be easier when you adjust your mindset to focus on the things that really matter to THEM! Your Easy Button Is: “What’s in it for Them?” Instead of “Easy”...
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Creating Your Roadmap for Sales Success: Practicalities for Using Your Sales Process – Episode 5
While GPS navigation systems have largely made paper roadmaps obsolete for physical journeys, a roadmap for reaching the destination of success in converting clients is still very relevant. That’s what this series on Creating Your Roadmap for Sales Success has been all about: To help you create your sales roadmap so that you can move more of...
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