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Sales & the ghost of Christmas past?

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.

Why are Some Questions so Difficult to Ask?

It seems that some questions are difficult to ask. They must be because we see people taking forever to develop that habit of asking their clients more detailed problem questions.
 
What are we trying to do?
Selling is not complicated. There are logical steps that we go through when we buy things:
 
1. We decide were not happy with our current state. Whatever it is we have, or do not have currently, we decide we are not satisfied with it. That dissatisfaction creates a “need”. 
 

Presentation Overload

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.