With all the uncertainty in the economy and financial markets, this is the perfect time for financial services people to redesign their sales approach. Even clients who traditionally have had a high tolerance for risk have a new mindset these days.
Today, financial salespeople need to get prospects to verbalize their fears more than ever before. The worst possible strategy is to pretend concerns and fears do not exist. What can be verbalized can be examined and explored; what remains hidden from view in the professional/client relationship can cause the business relationship to go south.
Explore worst case scenarios. Ask tough questions. Encourage tough questions from your clients. Get everything out on the table. Encourage and welcome objections.
Consumer confidence is low; but that doesn't mean you can't create strong confidence in your knowledge and expertise.
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Skip Anderson is the Founder and President of Selling to Consumers, a B2C sales training and consulting
company specializing in sales training in retail, in-home selling, and services. Subscribe to the
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