Many people are afraid to spend
any money on anything at the moment. They want to see some improvement
in the economy which is a reasonable request. However, many of these
same people will be the ones who invest money after the market has
gone up considerably. I am not sure how much you can help the people
who make decisions based on the emotion of the day. Fortunately there
is a group of people who are more grounded and know this is only the
down side of a predictable cycle. This group of people also tends to
make decisions based more on what feels intuitively right than based
on emotion. These are the people who are
currently buying financial products.
You may have to work a little harder
than normal to find the “intuitive” buyers, but they are out there and
they are a bigger group than you might think. The second thing you
have to do is handle the interviewing process correctly so that you
help the potential client get at the decision that feels intuitively
right since that is what they will be willing to take action on.
How do you help your client get at
the decision that feels intuitively right? First you have to ask
yourself how you make decisions. Do you
base your decisions on intellectual logic, emotional feelings,
intuitive feelings (a quiet sense of knowing something is right or not
right) or, some combination of all three?
How do you know when you have enough
information? What tells you can stop looking at options? What does it
feel like when it feels intuitively right? It is a good exercise to
look back in your life at decisions you have made that worked out and
look at how you arrived at those decisions.
Why is it important to look at your own
decision making process in order to help others? You need to see that
there is a process. Not everyone has the exact same process but for
the majority of the people buying today, they are buying more because
all the elements put together feel intuitively right than for any
One of the questions I teach advisors to
ask in my Selling Without Wresting™ Sales Training is: "I
think we agree this makes sense, the real question is does it feel
This is not a question a controlling
advisor is going to ask. It will only make sense to ask this question
if you are a relationship-oriented advisor that is trying to help the
client make an educated decision that feels right to them.
Helping people get at what
feels right to them will close more sales that will stay on the books
than any other approach.
There are people making buying decisions
in this economy, just not as many as usual. And all the people you
meet who are afraid to do anything will come around once they see
enough good news. It’s a good time to get to know as many new people
as you can and don’t worry if sales are down. The sales numbers will
come back and the more people you have in the pipeline when things
start to turn around, the bigger the payoff will be for you.
Thirty years ago, my
sales manager used to pass out STP stickers to his reps. STP, which is
still around as far as I know, is the oil treatment for car engines.
Guess what STP stands for? See The People!
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