7 Sales Strategies That Work 7 sales strategies that provide you insight to make more sales! While the vast majority of entrepreneurs and advisors want to make more sales, the majority of sales strategies and sales training is founded on an antiquated sales model. I refer to this sales model as the “old world sales model.” It no longer works in today’s market place because clients are different. Clients today are educated and have choices. They can access vast amounts of information simply by doing a quick search on the internet. This is why so many service providers are struggling. 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 Insider Resource. This process focuses on long term relationships that are built on trust. It removes gimmicky tactics including trying to convince or coerce your clients to take action. It also removes the advisor’s 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 your clients’ and prospects’ needs, desires, and dreams before you make any recommendations. It also includes providing solutions that solve your clients’ biggest challenge based on what is right for them versus what you want to sell. Most importantly, the new process requires that you treat your prospects and clients with integrity, respect, and put their needs and desires first. 7 Sales Strategies That Produce Results 1. Create Your PSP The new sales process requires a PSP – plan, strategy, and process. The first step is a plan to achieve your goal. The second step is to detail the strategies you will implement to achieve your results. This is then followed by the process to achieve your sales goals. 2. Know Your Ideal Client Before you can sell anything, you must know your ideal client. While the “old world sales model” was about selling your product to anyone who would buy it, the new process is about clearly knowing who you can best serve. This makes the sales process easier for a few 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 live 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 plan, you must first identify 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 everything you can including what has motivated them to purchase financial products in the past, what they do in their free time, and what keeps them up at night. When you take the time to ask your ideal clients what they want, you dramatically remove the barriers encountered in the “old world sales model” and dramatically improve your sales results. 4. Choose Your Strategies Once you choose your ideal niche market, you need to find out what they want by asking them. The information gained from this research provides the insight to know which plan will be most effective in attracting a boat load of your ideal clients to your firm. While most service providers focus on either too many or too few strategies, the best results generally come from 2-4 lead generation strategies. Some of the best strategies include: relationship marketing, feeder workshops, leveraged referral relationship partnerships, and social networking, to name a few. 5. Create Your Scripts Once you have a plan, strategy, and process, you need to identify your scripts – what you say, how you say it, and the timing with which you say it. Ideally you want scripts for each step of your sales process. Examples include: scripts for the initial contact, the first meeting, a request for a warm introduction, or the close, 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 you take the time to master your scripts so they are natural and authentic, you dramatically improve your odds of success. This requires that you follow your agenda, remember each step of the sales process, and ask for referrals. Your clients love working with you and reciprocate by referring you to other ideal prospects. 7. Understand the Close The 21st Century Sales Process understands that the close is a natural, forgone conclusion. It also understands that your sales results are a direct results of the job you do in your opening, your process to filter out ideal prospects, and your ability to complete a fact finder. The need to use manipulative closing techniques and sales tactics is removed. The result is a dramatic increase in your closing ratio. The New Sales Process Produces Results The reason this new sales process works so well is because the focus is on your client’s interest and your ability to best serve them. When you focus on your clients’ needs and provide them a solution (even if that means you refer them to another advisor who can better serve them), they see your value, refer others to you, and give you all of their business. You can access The 7 Steps to More Sales Master Class here: