Sales Strategies Resources

Sales strategies to help you make more sales!

The vast majority of entrepreneurs, advisors and consultants want to make more sales. But the vast majority of sales training is founded on an antiquated sales model which I refer to as the “old world sales model.” This “old world sales model” no longer works in today’s market place because our clients are different.  In addition, this antiquated model provides sales strategies that don’t work.

Clients today are educated and have choices. They can access vast amounts of information simply by doing a quick search on the internet. They also love to buy but hate to be sold. When they feel like they are being sold, they leave. For this reason, advisors, consultants and business owners who are selling are no longer achieving the results they once did. Clients can see right through the “old world sales model” which includes gimmicky sales practices. When this occurs, clients continue to search until they find a service provider that they trust.

The new and improved sales process (which I refer to as the 21st Century Sales Process) is summed up in this Sales Strategies special report. This process focuses on long term relationships built on trust. It removes tactics including trying to convince or coerce our clients to take action. It also replaces the advisors agenda and instead embraces trust, integrity and a focus on the client’s wants and needs. It focuses on taking the time to clearly understand our clients’ and prospects’ needs, desires and dreams before we make any recommendations. It also includes providing solutions that solve our clients’ biggest challenge based on what is right for them versus what we want to sell.

Most importantly, the new process requires that we treat our prospects and clients with integrity, respect and put their needs and desires first.

Today, we will dive into 7 Sales Strategies for Service Providers including entrepreneurs, business owners, consultants and financial advisors.

1- Create Your PSP

The new sales process requires a PSP – plan, strategy & process. The first step is a plan to achieve our goal. The second step is to detail the strategies you will implement to achieve your results followed by the process by which you will achieve your sales goals.

2- Know Your Ideal Client

The first step to sell more is to know your ideal client. While the “old sales model” was about selling our product to anyone who would buy it, the new process is about clearly knowing who you can best serve. This makes the sales process much easier for a variety of reasons. First it is easier to get warm introductions because you are able to clearly describe who you can best serve.

It allows you to find ideal clients directly and through reciprocal referral partners. I liken this step to fishing. If you want to catch salmon, you go where the salmon go and offer them the bait they like. Few people would go to Hawaii with the goal of catching salmon. To know what strategies you need to incorporate in your small business, consultant or independent rep business plan, you must first know who you want to attract.

3- Get To Know Them

To determine how to best serve your ideal client (and sell more), you need to begin by asking a few questions. You need to find out what has motivated them to purchase financial products in the past as well as where they go, what they do and why.

When you take the time to ask your ideal clients what they want, you dramatically remove the barriers encountered in the “old sales model” and dramatically improve your sales results.

4- Choose Your Strategies

Once you determine your ideal client and then interview them to find out what they want, you will know which plan will be most effective in attracting a boat load of them to your business.

While most service providers focus on either 1 strategy or 25, the best results come from 2-6 lead generation, attraction marketing strategies.

Some of the best strategies include: relationship marketing, feeder workshops, stop asking for referrals, leveraged referral relationship partnerships and social networking.

5- Create Your Scripts

Once we have a plan, strategy and process, we need to identify our scripts – what we say, how we say it and the timing with which we say it. Ideally we want scripts for each step of our sales process. Examples include scripts for the initial contact, our first meeting, when we want a warm introduction etc.

6- Apply the “Jack Nicholson Approach” to Each Step of Your Process

When Jack Nicholson is in a film, he is calm, natural and authentic. His facial expressions and delivery of words makes it virtually impossible to tell that he is following a script. When we take the time to master our scripts so they are natural and authentic, we stick to our agenda, remember each step of the sales process and remember to ask for referrals. Our clients and prospects feel respected and motivated to do business with us.

7- Understand the Close

The 21^st Century Sales Process understands that the close is a natural, forgone conclusion. It also understands that our sales results are a direct relationship to the job we do in our opening, to sift and sort your prospecting funnel and in our ability to fact find. The need to use manipulative closing techniques and sales tactics is removed. The result is joining the 100% closing club!

The New Sales Process Produces Results.

The reason this new sales process works so well is because the focus is always on our client’s interest and our ability to best serve them. When we focus on our client’s needs and provide them a solution (even if that means we refer them to another advisor who can better serve them), they see our value, are more likely to refer to us and use us when the need arises.

If you want to learn how to apply this like other consultants and advisors have, to increase
revenue up to 775%, referrals up to 1025% & new assets up to $80 million, go here:
The Formula