You just gave the sales presentation of your life. It couldn't have gone any better. You look at your clients. They have a glazed look in their eyes and they have no idea what you just said. Where did it go wrong?
Possible Information Overload
During the sales pitch you felt like the words rolled off of your tongue, just like you rehearsed. You talked about financial concepts, numbers, and distributions. You didn't forget a single detail of the product's facts, features, and benefits. You were on fire! Why then was your presentation not followed by a standing ovation and a sale? The problem is that you were talking. Don’t get me wrong, you have to talk in your presentation, but you also need to be listening.
Pay Attention to the Prospect or Client
Your prospects and clients will have questions and possibly concerns. Address each question in detail. This tells you a few things.
- First, they are listening.
- Second, you have touched on something that concerns them.
- And last, they are truly interested.
Always pay attention to their body language too. Are they leaning in to listen to every word, or sinking into the chair and checking their watches? Most people are tired of hearing product pitches. Instead, they're looking for a financial professional who they respect and trust in helping them solve their financial problems.
Conversing Instead of Pitching
As a financial professional every prospect counts, if you really focus on business management. The mistake we all make is we try to show prospects our vast amount of knowledge. Instead, we should be slowing down and letting the prospects list and elaborate on their concerns.
This business is about educating people, listening to their concerns then determining an appropriate solution. The top advisors will tell you that educating clients is the most important role they play in the process. However, education without action serves no purpose. You must allow them to participate in the conversation, while still guiding them to a point of action. Your job is to guide them to taking the appropriate actions that resolve their concerns and problems.
Increase your success as a financial advisor and sell more IUL by using the six strategies detailed in our free ebook.