So often sales training gets reduced to simple tricks. The clever one liner, a tried and true way to overcome a common objection, or a pressure play that turns customers. These may work for a little while, but if you want to turn-out consistent long-term sales performers you need to give them long-term skills.
1. Adaptability: Teach and provide the tools to adapt to a variety of scenarios. Your sales team should be briefed and trained on a variety of personal finance scenarios and the product solutions that solve those problems. Building decision matrices are a great way to display and train adaptability.
2. Listeners: This is a critical money-maker. So often a customer will tell you exactly what will sell them on your services or product. Listen for it. Train your sale people not to rush in with a sales pitch. Listen and then work with what the customer gave you to get the deal.
3. Presentation: Presenting is a critical skill. A waiter, at a fine restaurant, doesn’t read you the whole a la carte menu. They listen carefully and then only present you a few well targeted selections and the benefits. This is the way you should sell mortgage and debt solutions.
4. Finishers: Help the customer get to a decision! Don’t leave things dangling. Get a commitment to a need or a follow-up step. Helping them get to resolution on their problem will yield a long-term client.
5. Follow-up: This is the secret of top producers. Following up after the sale–ensuring the client is happy, you met expectations, and the solution is working–will yield future sales. Don’t forget to ask for referrals.
Get out of teaching sales tricks and start coaching long-term high performance.
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