Have the discussion year-round
Your elevator speech could be sending the wrong message. Your answer to the question "What do you do?" should indicate you're a professional, not a salesperson
A new book for salespeople and cold-callers shows you how to drill down past the usual web search engines to find and use in-depth information about companies and people
The fundamental focus on value for money is neither new nor limited to financial services. Successful retailers provide value, not from their point of view but from their customers'
Establish trust and be prepared to compromise
Many advisors' efforts to differentiate themselves end up conveying sameness. To be successful, you must convey the benefits of working with you to your clients
This book dealing with decision-making is useful in an era when many advisors do not receive formal sales training
Jim Ruta, a performance consultant and a speaker at the Expertinstitute.com, takes issue with the notion that sales professionals are “product pushers”. Ruta describes quality selling as understanding the needs of your clients and showing how they can accomplish their goals by buying the products and services you offer, without considering your needs first. He spoke at the TMX Broadcast Centre in Toronto.
Get more business without getting more clients
Taking an elementary approach is the best way to proceed