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Ideas for sales managers

There were 12 articles found in this category:

Coaching notes for helping staff resolve client objections
Here are some coaching thought starters for managers to help staff resolve objections: What are the basic philosophies/ behaviors we want to reinforce for when our people get objections? Be curious. When objections come up… Stop presenting the product or trying to talk them into it R ...
The Problem with Coaching
If there was one thing that we could get sales managers to start doing it would be this: Sacrifice complexity for consistency Less is more. Results will be more evident when managers quit making sales coaching a "mile wide and an inch deep". Here's the cycle we see: the coach identifies a host ...
Coaching a Lender in getting more Investment Referrals
Why would a client want to meet with one of your financial planners to discuss investments? Focus on what the client ultimately wants when they agree to meet with a financial planner. They don’t want another appointment, they don’t want a sales pitch … life is too busy and com ...
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. We want to make the moment where the client takes ownership of the product an event – to do something ...
Coaching the Buying Cycle - Asking for the Sale & Resolving Objections
Asking for a Decision A sale needs to have a logical conclusion that the sales person leads the client to. Look Out For: People with a lot of presentations and no sales. People that get a lot of objections like “I want to think about it”. People that keep jumping from one product t ...
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: Ask them to tell you what product features applied to a client specifically and h ...
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: Create a first impression that lets the client know you are a friendly professional tha ...
Coaching the Buying Cycle - Product Dump, Order Taking & Process
Style of Selling Product Dump is an ineffective long term strategy to sell financial services products. Clients do not like pushy sales people. Sales people that are pushy have low credibility with the client. Presenting a product to a client before they have acknowledged having the problem th ...
Coaching the Buying Cycle - Attitude & the Untraining Cycle
Attitude Toward Sales Practicing good selling skills is providing exceptional service Fulfilling a need that the client comes to us for is good. Helping the client identify a need they were not aware they had is better and is how we will increase the value the client sees in their relationship ...
Coaching Questions
The following are a sample of sales coaching questions that could be asked of your team. In no particular order: How did your last interview go? What went well? If you had to do it again what would you do differently? Tell me about the client? Are they concerned about the way their investment ...
My team has experience – they don't need more training!
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? They sho ...
Happy New Year
Happy New Year! Welcome to a New Year! It's interesting how this click over to a new year can get you thinking about what you have accomplished in the past year and looking forward the year ahead. From a sales perspective it's a fantastic time to take a few minutes, get quiet and think about ho ...