I call myself a champion of the
"Low-Key" approach. The Low-Key Approach to selling financial
services is all about helping people make informed decisions that feel
right to them — instead of just trying to sell them what YOU (the
advisor) want them to buy.
Sometimes people mistakenly
think I'm saying that you don't sell or that you don't promote. Not at
all! I love to sell and promote. I can be unrelenting
in my barrage of benefits about anything I am trying to sell or
promote but there is one important difference. I always give people a
way out and make sure they know they have a way out. In other words, I
want people to feel total freedom to say no to me or my ideas and know
that it won't affect our relationship!
I am quick to tell people that they
don't have to buy. We will part friends whether they buy or not.
I love to tell people that I don't want them to ever do anything
that doesn't feel right to them. That is one of the most
important values that I bring to the table. Many others in my position
do not have those same values. Whatever we do has to feel right to you
or I don't want you to do it! Prospects love this!
People are not used to that kind of
directness and lack of sales agenda. Sometimes you have to tell a
prospect a time or two to show that you mean it. Sometimes, when you
tell people that they don't have to buy anything, their response is,
"Ya, right..." The prospect doesn't believe you or doesn't
trust you. Some prospects, especially those who are controlling, can't
imagine that you can make a living without being controlling,
demanding, pushy, or aggressive in your approach. Thankfully these
situations are not that common and you usually don't end up doing
business with these people anyway because they are too skeptical in
the first place.
The kind of prospect you want to talk
with is going to respond positively to you when you show them
the honor and respect of giving them a way out. Another way I like to
demonstrate this to the prospect is also in my opening language. I
say, "My job is to help you make informed decisions that feel right to
you which includes doing nothing if that is really what feels right to
you. However, I do want you to promise me that you will make a
decision. I don't care what it is. I just don't want to go
through this process together and have you say you want to think about
it for six months. We both have better things to do. Don't your agree
You can't really control what the
prospect is going to do. But, if you set up the expectation of
your relationship to include making decisions and get prospects to
agree to this approach, they are more likely to come through.
The good news is that most prospects are going to buy something or
they wouldn't be talking to you in the first place. Remember, if
someone is talking to you, it usually means they feel like they need
to do something. So you don't want to scare them away with traditional
sales pressure or saying things like, "What is it going to take for me
to get you to buy some life insurance (or fill the blank) today!" Of
course, you would never say that but we have all been trained to make
people feel like that is exactly what we are up to. If prospects feel
sales pressure, they don't feel a way out, which usually means they
will stall, pull away, and not return your calls after the first
To be continued...
If you don't have a copy of my
Opening Language, send me an email and I will send it to you.
Have a productive February,
THE BOOK ABOUT LIFE INSURANCE that made the New York Times best-seller
list... Check out my interview with Pamela Yellen,
author of Bank on Yourself, here is the replay link:
If you decide to apply for a relationship with
mention my name and someone should get back to you right away. They
get a ton of inquiries every day. If you don’t hear from someone
within a few days, send me an email and I will make sure your
application gets processed.
SHARE THIS NEWSLETTER WITH YOUR PEERS: When your peers sign up for my free monthly newsletter
(Sales Tip of the Month) they also get a free eBook – 12
Quick and Powerful Ways to Coach Yourself to the Next Level ($47
value) and free instant access to recent teleseminars. Go to
International Orders: Shipping charges on our website are
for USA only. Before you make a purchase, please email us and tell us
what you would like to buy and we will send you a quote for the
Permission to Use eNewsletter: This eNewsletter is
copyrighted and is the intellectual property of Sidney C. Walker.
You have my permission to share this month's eNewsletter
with peers, with your reps as a sales manager, or as an article in a
financial publication as long as you use the content in its entirety,
without changes, with a clear reference to my contact information
including my website address
www.SidWalker.com, and do not charge anything for the
information since this is a free newsletter. Please contact me, Sid
Walker, at 877-985-3297 if you have questions. Thank you for your
SidWalker.com - Coaching
info, buy books, eBooks, CDs
SellingWithoutWrestling.com - New Training & Coaching Site
Sales Performance Coach -
"Champion of the Low-Key Approach"