Insights on the activities that drive the process of collaborating with and managing the decisions of qualified leads to purchase products and services. These are great articles for Financial Advisors, Sales Associates, and Service Associates. Examples: Prospecting, Cold Calling, Your Sales Process, Sales Techniques, etc.
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Do most of your sales happen in the 4th quarter? If so, you are not alone. In fact, most financial services professionals have their biggest revenue-generating months in the last quarter. And, several agents and advisors have the majority of their annual revenue generated in these last months.
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Before a prospect becomes a client your business makes a promise to them. In some businesses that promise is implied in the sales process. Preferably, it's clearly stated and used as part of the sales process.
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In the financial services industry, the focus is often on where the next sale is coming from without taking a step back to look at the big picture.
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When it comes to the closing appointment with a prospect, asking for the sale is a key element. This may seem obvious; however, too often asking for the sale doesn't happen.
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There's a secret tool that many successful financial services professionals use with every step of their sales process.
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How much energy and momentum is in your transition from sales to service? The client transition from sales to service should be a seamless experience for your client, and an energizing one for your team. If the transition isn't well designed, clients can feel lost in the shuffle and your team will likely be inefficient.
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Prospecting is key to having a robust pipeline and steady cash flow. However, many financial service professionals struggle with this fundamental activity and end up with a pipeline of peaks and valleys. The good news is you can level out your peaks and valleys by mastering two essential skills for engaging prospects and getting qualified prospects to say yes to an initial meeting.
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Who's on your sales team? In the financial services industry, every member of your team should be considered a part of your sales team. It doesn't matter what position they hold within your business, everyone should be listening for and taking action on sales opportunities.
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