To grow a successful business, it’s important to learn to put potential clients at ease. I’ve seen some salespeople in financial services so intent on controlling the sales process that they act like demanding choreographers training young dancers for a Broadway show. “Five-Six-Seven-Eight! Dance-Dance-Dance!!!” Dancers, military recruits, and members of the high school marching band may respond to that kind of direction. Prospective clients will respond by finding another salesperson. Yes, the salesperson has to control the process, but you don’t and can’t do that by being pushy or demeaning. You do just the opposite and put your prospects at ease and doing everything you can to make the process an efficient and pleasant one.
The nature of prospecting dictates that there will always be some element of tension in every contact. As a champion sales person, your success is mentally-accomplished before you even begin. Your prospects haven’t accomplished anything other than using all their fears and worries to build a wall of sales resistance.
“What if we lose all our money?”
“What if that salesperson takes all our money?”
“What will we do if we lose all our money?” [Continue reading]