Is your sales process haunted by the ghost of Christmas past?
A recurring theme we have seen all year long is that more and more clients are spending less time in the branch and conducting more of their business online or over the phone. What all of this means of course is we are having less opportunity to discuss financial matters with them in any real and meaningful way.
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.
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:
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.
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."