Coaching Tips

Newest Articles	Date Posted
My team has experience – they don't need more training! Over the years we have seen many financial institutions fall into the trap of viewing sales training or skill development as an event rather than a process. Once someone has attended sales training they are good to go right?	07/08/2012
Coaching - Product Dump, Order Taking & Process Here are a few ideas on coaching a couple of ineffective styles of selling as well as people not following a process: Style of Selling: Product Dump is an ineffective long term strategy to sell financial services products.	07/08/2012
Coaching the Buying Cycle - Presentation & Building Added Value Presentation Clearly explain how the product you have selected (based on a comprehensive interview) will benefit the client specifically. Look Out For: Presentations that only mention features of products. Coach:	07/08/2012
Coaching the Buying Cycle - Introduction & Interview Introduction To set the sale up for the best possible results we need a strong greeting that sets the tone for the rest of the interaction. The goals of the first 30 seconds we meet a client should be to:	07/08/2012
Coaching the Buying Cycle - Delivery, Follow Up & Finding New Business Product Delivery We want the relationship with the client to continue so we need to leave them with a solid lasting impression if we want to make our follow up that much more effective.	07/08/2012

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