Selling For The Non-Sales Professional

Selling For The Non-Sales Professional

Selling for the Non-Sales Professional

May 19, 2015

by Beverly Flaxington

PDF | Page 2

Seth Klarman’s 2021 Letter: Baupost’s “Never-Ending” Hunt For Information

Baupost's investment process involves "never-ending" gleaning of facts to help support investment ideas Seth Klarman writes in his end-of-year letter to investors. In the letter, a copy of which ValueWalk has been able to review, the value investor describes the Baupost Group's process to identify ideas and answer the most critical questions about its potential Read More

Advisor Perspectives welcomes guest contributions. The views presented here do not necessarily represent those of Advisor Perspectives.

The Collaborative has recently launched its Advisor’s Sales Academy ()

In my presentations to financial advisors, I find the word “sales” is negatively received. If I ask the audience, “What words come to mind when you think of a salesperson?” the responses will be things like “slimy,” “pushy” or “used-cars.” Most financial advisors have this negative impression of the sales process.

But selling is what you do every single day. You may “sell” someone on an idea; you may “sell” them on becoming an employee (or staying an employee); you may “sell” an existing client on the benefits of increasing their AUM with you. Selling doesn’t mean pushing something that isn’t needed or doing something slimy or wrong. Quite the opposite, sales are part of growth and, when done well, a sale means a positive experience with you.

The best services and products don’t sell themselves and being technically good is not good enough. Being technically great isn’t even going to cut it. You have to know how to show that what you do is needed and will solve someone’s problem. You have to ask for the business.

Selling Comfortably

So you didn’t go into finance and investing to become a professional salesperson. That’s okay. Many of the best and most effective salespeople started as engineers or teachers. Selling is about a willingness to understand people. It’s about asking the right questions, listening to the answers and then creating a connection with someone to show them that you can solve their needs.

PDF | Page 2

Remember, if you have a question or comment, send it to [email protected]

Contact Us | Privacy Policy

© 2015, Advisor Perspectives, Inc. All rights reserved.

Updated on

The Advisory Profession’s Best Web Sites by Bob Veres His firm has created more than 2,000 websites for financial advisors. Bart Wisniowski, founder and CEO of Advisor Websites, has the best seat in the house to watch the rapidly evolving state-of-the-art in website design and feature sets in this age of social media, video blogs and smartphones. In a recent interview, Wisniowski not only talked about the latest developments and trends that he’s seeing; he also identified some of the advisory profession’s most interesting and creative websites.
Previous article Dogbert for SEC chair?
Next article Charney……..Unhinged – American Apparel, Inc. (APP) Fight

No posts to display