Sales Communication Tips for Financial Advisors

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I came across a great article in Investment Executive Magazine. It addresses how overall, financial advisors need to do a better job of communicating the value of what they offer, and more clearly define their value proposition. I agree. Highly effective sales communication is critical to sales success – regardless of what you sell or offer, and is especially critical to those who sell financial services.

Research Reaffirms The Importance of Communication

Experts agree – 85% of your overall career success is in direct proportion to your ability to communicate. This holds especially true when communicating the value of obtaining your services of a financial advisor. [Read more…]

Asking Questions and LISTENING

Asking Questions-Who What When Where Why How

Enhance your ability to close sales by developing the habit of asking questions and listening to what your prospect or existing customer has to say before you start selling. It is the most effective way to learn about your customer’s needs. Asking questions and listening also helps to gain your customer’s confidence, and shows them you care. [Read more…]

Sales Managers – Don’t Waste Your Time Coaching The Wrong Sales People


Are you providing sales coaching to the wrong people?

I categorize sales professionals in three groups. 1) Sales Strugglers, 2) Sales Makers and 3) Sales Champions. [Read more…]

How to Build Customer Trust With Today’s Skeptical Customers

Skeptical Customer
Customer trust is hard to earn these days. This is due to the fact that today’s customers are skeptical. A recent study conducted by Insights in Marketing revealed that fewer than one-third of the public believed the content in advertorial messages. [Read more…]

5 Crucial Guidelines for Effective Sales Leadership

5 Crucial Guidelines for Effective Sales Leadership
Leadership is a difficult subject to master. The concept is elusive in that there are no clear formulas for most leaders to follow due to the abstract nature of the idea itself. One often finds the concept hard to interpret. There are mostly just guidelines, perceptions, and generalities, which make the art of leading so hard to master and teach. This is why there is such a great need for role models. Nowhere is that more apparent than in sales leadership. A great sales role model or sales coach has the power to transform you and your entire sales force. [Read more…]

Success When Selling to Business Owners

Success When Selling to Business Owners
Do you sell b2b? To achieve success when selling to business owners requires an acute awareness of these three things:

1) That person thinks about their business day and night.
2) It is very close to them.
3) It is dear to their heart. [Read more…]

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