I don't know of a financial institution that doesn't need more new business. Everyone is looking to increase their client base and expand upon the number of products per client with the goal being enhanced profitability.
I was in a branch recently speaking with a group of investment people. I asked what sales goals they were working on that week.
There’s something we all know to be an important aspect of the sales process but it’s rarely talked about: Being Congruent
Congruent - the quality or state of agreeing, coinciding, or being congruent.
Do you feel like you’re working as hard as you possibly can to make more sales but somehow you never seem to “close" enough? Chances are you may have developed a few bad habits that you might not even be aware of.
Here are seven bad sales habits that you should drop now:
1. Guessing at what you think the customer wants.
What makes a good sales presentation? Many salespeople get the idea that if they are able to dump everything they know about the product onto the client they have made a good presentation. They try to entice clients with the product hoping they'll see their need as a result of the presentation. They feel that if they have good product knowledge, are able to keep control of the conversation, and give the client every possible bit of information they'll get the sale... right? Wrong.
As people get more and more refined with their sales process they begin to execute on the individual steps of the sale with more confidence.
Consider this ... your personal success has far more to do with you than with market conditions. In good times and bad, top performers remain top performers. Why? There has been an enormous amount of study into what accounts for the huge variances in sales success from one individual to another. We have heard Brian Tracy and others talk about the concept of Winning Edge as "small differences in ability translating into enormous differences in results."
We often find ourselves coaching managers and helping them clarify what their true role is in sales management. Sometimes they look puzzled when we say: "Your job is not really managing sales or even growing sales." The sales manager's highest value comes from developing people.
It's RSP season again and for some reason, this is when sales people start to get lazy. They know they should be getting a client to acknowledge a problem first before they present a solution (i.e. a product) but for some reason, when it comes to selling RSP's at this time of year they resort back to a money grab by just asking if they have contributed yet. Oh, I know that is not their intention, but by just asking someone if they have contributed yet, that's essentially what they are doing.