We get all excited about what we do, how we can help and the services we offer. Unfortunately, it could be the thing that stalls sales. You see, we have to know a little bit about behavioral dynamics. Yes, we need to slow down, take a deep breath and focus our attention on the prospect or client. What's next?
Look your clients in the eye. If they are a couple, make sure you look at both and include both in your presentation. After you have given enough background to prove your credibility, it is now time to sit back and listen and build your proposal around their wants, needs and dreams. Be prepared to offer a ham sandwich even though you were all pumped up about offering the prospect a steak.
Being a proficient listener is much harder than being a proficient presenter. The advisor that listens first comes back with a plan tailored to the client's goals.
What do you think sells better? Your proposal or the solution to their dreams? Think about it... don't talk, think first.
Offer A Ham Sandwich
Until next time… good selling!
Raymond J. Ohlson, CLU, CRC, LACP
President and CEO
The Ohlson Group