What to Do and WHAT NOT to Do: 4 Key Components Every Advisor Needs To Rise Above the Pack

Have you ever been in an appointment with a prospect and it seems like everything is going so well? You are swarming with confidence from the introduction, to the warm-up, and all the way to the end of the presentation? You begin to feel as if your destined to convert your prospect to a client and suddenly your prospect tells you these famous five words; " Let Me Think About It" If you are in the sales industry you've probably heard this more times than new clients you have added to your practice. Don’t get me wrong. In some cases, there are people who need to do just that. They need more time to make a decision. However, in most cases, what that five word phrase actually means is " I do not know you, what you want, or if you have my best interests in mind. Most people in the so called sales industry are missing a big key to why they are unsuccessful in gaining clients but most of all, keeping them. In this article I am going to break things down in four key components. So, with that being said, let’s start with #1. #1.) Forget the generic sales jargon that you've been taught. Yes I said it and am probably going to get some who oppose this statement. Before you oppose it let me first explain what I am saying. Most sales companies have quotas and certain products that they will promote because they believe in them. A potential client does not share the same mindset. Most of these companies are "product" driven. In all honesty, prospects and clients care nothing about a product if it does not offer them the "solution" to their problem. If every prospect's situation is unique how can you specifically market just one product? We have all been taught this specific mindset at one point or another and it has given us a false perception of what works out their in the field. Providing a product that a company is promoting to a potential client is not the same as solving their problem or providing them with a solution. My point? You are in the business of solving problems and fulfilling the needs of the consumer. It cannot be done without listening and paying complete attention to your prospect. This brings us to component #2.

#2.)You must be a consultant NOT a salesman. I cannot stress this enough times. The top reason why it takes a lot of contacts just to get one sale is because you’re doing just that. You are SELLING instead of uncovering the issue your prospective client has. You must be able to listen and ask the appropriate questions. Questions that uncover a specific need or problem that has gone unsolved. If you’re too busy selling that means your not listening and all you’re doing is showing the client exactly what they have imagined in the first place: a fast talking self centered salesman. That’s right. Unless you show them that you are listening then your product, company, and the amount of sales jargon you know means absolutely squat. You are there to gather information about them such as what’s important to them, what their concerns are and how you may be able to HELP THEM. Many agents get caught up in selling which only focuses on their motives, instead of listening for the actual buying signals. You cannot have a SATISFIED consumer until you expose the need and only then can you talk about which product provides the solution. Remember this because it is extremely important. Hundreds of thousands of possible new business is lost by not putting your prospect or clients first.

#3.)Make a good first impression. Have you ever heard the expression "your first impression is a lasting impression”? I'm quite sure you have. It is also a very true statement in dealing with your consumer. Your consumer holds you at even a higher standard than they hold themselves at times. After all, you are the professional so you have to live up to every positive expectation when you have your prospect’s attention. Once they agree to meeting with you, you have to create the most positive experience for them. That experience can determine whether or not you make the sale initially, gain referrals, and ultimately gain repeat business from a life long client. From your style of dress to those first statements they hear, your prospective clients are examining you like an x-ray machine. So what’s the bottom line in this component? What you put into your image and your ability to relate to your prospect is exactly what you get out of it. You control the results. It is up to you to make the right first impression and create that "wow" experience.

#4.)Treat a prospect or client exactly how you would treat yourself. If you just stick to this one principle, you will be very successful in any aspect of sales or consulting. Put yourself in your prospect's shoes. What type of professional would you have confidence in? I’m sure you would expect nothing but the most trustworthy, passionate, and attentive individual to help you with your particular situation. Oftentimes, many agents don’t put themselves in this frame of mind and that’s why they have poor results. Consumers have heartbeats, emotions, concerns, needs, and you have to always remember that. You can't expect anyone to take you seriously if you don’t even value what’s being said on the other end of the conversation. Put yourself in the "service first, money later" aspect. Its time we went back to the "old school" of consumer service where the focus was on the relationship NOT fattening your wallet. I promise you if you do all four of the above things mentioned, money will be the least of your problems. The conclusion of the matter is this. Take great care of your prospects/clients and they will take even better care of you.

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