The initial interview sets the stage for how the relationship will
A connection with the prospect or client comes from building rapport.
Building rapport is result of finding things in common. The more
you have in common with your prospect or client, the deeper the level
of rapport will be.
Small talk in the beginning of an interview can reveal things you have
in common. Maybe you went to the same high school or college. Maybe
you belong to the same church. Maybe you both have children that are
similar in age. Maybe youíve been to the same location for a vacation.
Maybe you have similar beliefs about how to make the most of your
money. There are endless possibilities in the categories of people,
places, things, ideas, and beliefs.
The most powerful level of rapport is created by shared
feelings. This is why it is so important to take away any
sales pressure in the first meeting so your prospect/client can relax
and open up. The best way to do this is to tell people that you are
there to help them make educated decisions that feel right to them.
This actually includes not doing anything if that is what feels right.
This relationship is not about you trying to talk them into buying
something. You will be able to see people physically relax if you are
The first meeting should be you interviewing them not a pitch
about what you do. Not a clinical, boring factfinder either.
The interview needs to be alive and interesting for the
prospect/client. It needs to be about whatever is of interest to them.
If your prospect/client has a positive experience in the first
meeting, they will want to do it again.
Ask them lots of questions. Find out why they agreed to have the
meeting. Is there something related to their finances that is keeping
them awake at night. Find out everything you can about what they have
done with their money, how they feel about it and what they want that
they donít have. If you help people figure out what they want that
feels right to them; they will most likely buy something, be a client
for life, and give you referrals because of the way they were treated.
Connecting with the prospect/client is about getting to know them,
understanding their wants, their dreams, their motivations. The more
they share about how they feel about what is important to them, the
deeper the connection.
Focus on the connection and the sale will appear. There
will be something your prospect or client needs or they would not be
talking to you. This is a life changing approach for both you and the
prospect/client! This is the most fun, most rewarding, and most
profitable way to approach people.
If you want to become more skilled at this approach, I will be doing
two PREVIEWS for my upcoming Selling Without Wrestling
Teleseminar Sales Training. The four-week training starts July 14 and
ends the week of August 4. So there is plenty of time left for
vacations in August. Watch your emails for announcements and get
yourself ready for a big 4th quarter!
Have a productive June,
Coaching info, buy books, eBooks, CDs
- How to "get on a roll" selling financial services.
- Free preview of Sales
Detailed Sales Training description
- Custom greeting cards at 1/3
the cost. Signup for a Gift Account and you can send out 4 cards from
my account, postage included.
Sales Performance Coach to Financial Advisors