Yesterday I had conversations with two of my [tag]bank advisor[/tag] [tag]sales coaching[/tag] clients. The first conversation was with an advisor who came to me as part of a corporate sales coaching agreement. Take a look at the excuses he made in only one hour: Our customer base has no money (My former bank) is better […]
Read MoreSelling financial services as a [tag]financial advisor[/tag], [tag]stock broker[/tag], [tag]insurance agent[/tag], or [tag]banker[/tag] involves six critical factors to be successful – long term. Short term success is possible without attention to these “Critical Success Factors,” (CSF’s) but long term success requires proficiency on a regular basis in each area. The CSF’s include: Prospecting Sales Approach […]
Read MoreYesterday I was speaking to a [tag]sales coaching[/tag] client who works as a [tag]financial advisor[/tag] in a bank in New York. She asked me how to answer an objection that she had received on a recent [tag]sales call[/tag]. After suggesting a response, she asked me about another objection – and then another and another. We […]
Read MoreYesterday I was in New York at the National Speakers Association Convention. While I was in town, I called the office of a [tag]sales coaching[/tag] client who is a retail [tag]financial advisor[/tag] for a large bank. This bank has about fifty offices spread over seven states from coast to coast. I provide sales coaching for […]
Read MoreLast Saturday, I enjoyed a special experience. I worked a booth with a sales superstar. Working a booth at a trade show or professional association meeting exposes salespeople. In a matter of nanoseconds you must identify a suspect. Then you have 30 – 60 seconds to qualify them, make your presentation, answer objections, and ask […]
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