I have developed a new membership website which offers a tremendous
amount of material for a small monthly fee.
I am calling it the...
Here are the basic premises of the Selling Without Wrestling™
approach (How to have a 90% closing ratio without being pushy or
• There are two
kinds of sales people: Client-Controllers and
Relationship-Builders. The Client-Controllers do whatever it
takes to make a sale as fast as possible (traditional approach). The
Relationship-Builders are not comfortable being pushy and controlling.
The most successful approach for Relationship-Builders is to connect
with the client, establish trust, and help the client make educated
decisions that feel right to the client.
• 99% of
corporations teach a Client-Controller approach to selling which
Relationship-Builders don’t relate to and end up struggling to find an
approach that feels right to them.
• The only
approach that is going to work for
a Relationship-Builder is one that fits his or her values.
• If you don’t have
an approach that fits your values, your performance and your income
are going to suffer greatly.
• If you are a
Relationship-Builder, the training you got and the sales culture we
are all in, makes us think we need to be a Client-Controller to
succeed. This is simply not true. I have
proven beyond any doubt in 30 years of coaching financial advisors and
creating a lot of millionaire producers that you can be super low-key
and make a fortune!
I have proven that
you can take a low-key approach and leave the Client-Controllers in
the dust with a 90% closing ratio. The highest closing ratio a
Client-Controller can get is 33%. (Client-Controllers can have higher
closing ratios but they can’t sustain them because of business falling
off the books.)
• The key to a 90%
closing ratio is changing your intent from doing everything
possible to talk the client into buying, to helping the client make an
educated decision that feels right to them. (You goal is still to make
sales, but you do it with an entirely different focus.)
• Your opening
language is critical in order to establish trust: You have to say
and mean something to this effect: “My main
job is to help you make educated decisions about your finances. I have
products for sale but this is not about me trying to wrestle you into
buying a product. This is about helping you make decisions that feel
right to you, which includes doing nothing!”
• You only work
with people you have chemistry with. Chemistry and Timing
are the two required elements for a sale for a Relationship-Builder.
If the chemistry is not there, you are wasting your time.
• You have to
create a safe environment for people to open up and discover what
is important to them. They often are not clear on anything other than
they don’t know what to do. Or they may have some idea about what they
want but don’t know how to get it. They have always been “sold”
• You have to get
people to verbalize what they want and why they want it. That is
what they will commit to and that is what they will buy. Not getting
people to verbalize why they want something substantially reduces your
closing ratio. You have to be skilled at this part of the process
which I spend a lot of time on in the training.
• Help people get
what feels right to them. This is not about selling them what
you want them to have. This is about helping people get what
they really want.
• If you do these
things, you will have a 90% closing ratio. (The 90% closing ratio
is not with any man on the street. There needs to be some kind of
relationship happening. And remember, as a Relationship-Builder, that
is what you’re good at! That is your greatest strength!)
• Once you learn
this approach, you fill find it is easier than what you are doing
now; and it is more fun, more rewarding and more profitable
than anything else you have ever tried!
So Check Out the New Site at:
Listen to the FREE
There is a lot more
detail on what I have discussed here plus a handout with my famous
Click here for Free Preview.
Sign-up for a 7-day FREE TRIAL
with Your Credit Card:
You will not be
charged anything for 7 days. I am offering a super low introductory
fee that won’t last forever at $47 per month. Lock in the low rate
now before it goes up to where it should be for a site with this
Check it out! As a Relationship-Builder, you’re
going to love what you see and hear!
Enjoy the Spring weather...
Coaching info, buy books, eBooks, CDs
- Free preview of Sales
Sales Performance Coach to Financial Advisors
The special this month is being able to sign up for my new membership
site: the Selling Without Wrestling Society™ training
and coaching website for Financial Advisors for a mere $47.
I won’t be able to do all I have promised each month for this low fee
for very long. The fees will have to increase.
CHECK OUT THE NEW SITE!
If you relate to what I am saying, sign-up. You can’t
lose with me. If you get into the material and decide I’ve lost my
mind (Client-Controllers say this to me regularly), there is a
30-Day unconditional guarantee. If you discover you are not a
Relationship-Builder but really a Client-Controller and need material
that will help you railroad people into a sale, you can get a refund
and search for more forceful techniques. Again, you can’t lose with
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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 piece in its entirety,
without changes, with my website address (www.SidWalker.com)
and contact information, 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.