What are the Steps in Your Sales Process?
Do you have a sales model for getting new clients? Or do you haphazardly meet prospects with no real plan for client acquisition. While working with a client recently, I discovered that he didn't have a "sales script" or a "close the business" statement. I find that financial advisors need these tools to increase their close ratios and dramatically improve their sales results.
To help in this process, it's useful to uncover your prospects' Dominant Buying Motives through questioning and then to craft a script that leads them logically to the conclusion of hiring you.
The following are common motives that prospects will have for hiring you:
- To gain peace o f mind
- To avoid mistakes
- To create their financial goals
- To obtain expert advice on investments
- They want a comfortable retirement
- They want to retire early and don't know how to go about it
- They want to achieve a goal in retirement such as starting a small business
- They want to retire, buy a lakeside cabin, and do it so it fits into their financial situation
What is the prospect's primary interest? You must find out what they want. Learn to use effective questioning and solution development to uncover what prospects want. Learn to speak so that you address what your products or services can DO FOR THEM. Once you learn these motives, you can create a model for your sales script.
The model will take prospects on a journey through where they are now with their finances; where they would like to be; the barriers they face in getting where they want to go; and the big payout should they get there (by hiring you).
This "sales script journey" can be used no matter if you have an official presentation with a prospect, are just talking to someone at a cocktail party, or you met someone walking your dog. That's how easy and natural the process can be.
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Suzanne Muusers is an ICF-Member Business Coach who has worked with hundreds of successful independent financial advisors, hedge fund managers, and investment bankers since 2004. She helps clients develop their Value Proposition, Ideal Client Profile, and Branding Strategy so that their marketing message appeals to affluent clients.
Suzanne has created exercises and programs that help her clients get straight to the point and avoid mistakes other advisors tend to make. Her clients save time getting to the next level due to her extensive knowledge and experience in the business growth field.
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