Sales Skills Training
I have been a professional leadership and executive coach for over 12 years and for the last 10 years I have been training leaders on how to become a coaching leader. A question leaders ask me all the time… “What makes a great coaching leader?” There are so many things that make a great coaching leader and I wanted to share just…
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Communication is a skill I have honed all my working career. Lately, I have even been running an online workshop on the 10 SECRETS TO GREAT COMMUNICATION IN LEADERSHIP. We are getting hundreds of registrations each workshop so clearly others think and know how important it is. Makes sense too, relationships cannot grow without communication and in leadership we need relationships. Today, I want to share the first of…
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Sales is, by far, one of the most essential activities in business. A quick Google search will reveal millions of articles on how to become better at sales and while many will promise the “secrets” of sales or the one strategy that will boost your conversions, the truth is, it comes down to consistency, the…
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I know people don’t like to admit they are in sales, but the truth is we all are somehow. If we aren’t selling the benefits of a product and service to our clients and explaining how it meets their needs, we are selling ourselves as the expert they can trust. Most people resist the label…
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When I was 13 years old my father passed away from bowel cancer. Thankfully he was smart enough to take out life insurance, because without it, life would have been a lot different for me and my seven brothers and sisters. While it didn’t make us millionaires, it did allow us to stay in the…
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Throughout my coaching, I often work with clients who have a team of financial planners. Within that team, you will have those that get a massive amount of referrals while others get next to none. What is the difference between them? Are you doing enough with referral partners? Back when I was an adviser, I worked…
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Why is it that some planners get so worried when it comes to discussing the price of a financial plan? Perhaps you have experienced it yourself, where you have shied away from talking about price with your clients? Each week I get the opportunity to observe financial planners in meetings with their clients. Some are…
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Is trust more important than value? As you are well aware, the royal commission has put our industry under the microscope. As a result, our conversations with clients are going to get harder, and that’s a challenge all advisers need to be prepared for. In my business, I often find that financial planners believe that…
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One of the fastest ways to make more sales is to get your existing clients to spend more with you. Knowing firsthand what it’s like to do business with you, your existing clients are not only easier to convert, they don’t require any additional spend to reach them. Cross-sell and Up-sell your way to success.…
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While we have discussed the importance of frameworks when it comes to sales and service success, it’s important to also focus on the human element on your client meetings. These face-to-face interactions are incredibly valuable to clients and are the key to building lasting relationships. Though in order to have productive and meaningful meetings with…
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