"Pitch & Close" is the essence of the
sales approach used by the Client Controller. This is traditional
selling. You pitch the logical benefits of a product or service to try
to establish a need in the potential client's mind. Then you start
trial closing to find out if your prospect is showing any interest.
You continue to pitch and close until you have a sale or more often
the potential client says they want to think about it.
This aggressive style is based on getting someone to buy the product
you want to sell them not helping the client discover what they want
to buy which I like better. The low-key approach that I have taught
for decades is about helping the client make educated decisions that
feel right to the client which also includes doing nothing if that is
what feels right at this time. Client Controllers don't have that kind
of flexibility. The Client Controller has to make a sale or they have
Interestingly, the aggressive "Pitch and Close" style is the way we
were all trained to sell and
it is also a major cause of call reluctance and the fear of
self-promotion for most advisors. The reason for this is
obvious if you think about it. Most of us, given the choice, would
rather be Relationship Builders not Client Controllers. We would
rather make friends with our potential clients and help them discover
what they really want and then help them obtain whatever they want.
Most of us Relationship Builders where duped into thinking that
the only way to make a living was to push for a sale. We were
taught that people are not going to buy things on their own. We have
to make it happen. This is the beginning of a career of internal
conflict and mediocrity if your are a Relationship Builder. We have
been taught to sell and promote ourselves in a way that doesn't fit
our most deeply held values. We actually don't like pushing people to
do things but we think we have to make a living. By the way, the
belief that you need to push to succeed is only true if you are a
pushy salesperson. If you are a Relationship Builder, pushing people
to make sales will actually work against you.
The net result of thinking we need to push people is hesitation
or even resistance toward prospecting, self-promotion, closing, and
asking for referrals; all the activities that actually make you money.
You naturally resist doing what you need to do because you were taught
to do it in a way that you actually don't like to do it. If deep down
you don't really enjoy doing something, how much or how often are you
going to do it? You are going to have to push yourself to do it. You
will wait until your back is against the wall to do what you have to
do. This is the equivalent of coming into the office every day and
setting fire to a very large pile of hundred dollar bills. This is
totally ridiculous behavior for intelligent people but you would be
amazed at the number of advisors who walk around with this internal
barrier to being at their best.
How can you stop this insane behavior? You start by
going to my membership website and signing up for the free trial.
There are over 80 hours of downloadable audio and hundreds of pages of
downloadable handouts. Find something that looks interesting to you
and start there. I promise you will be pleasantly surprised.
Everything I do it designed to train Relationship Builders how to
succeed selling financial services as Relationship Builders instead of
You will actually be more successful "just being yourself." First you
have to discover what really being yourself feels like. Then you need
to experience making a sale or two just being yourself. At that point,
I will have your attention and there will be a contented smile on your
Have a productive July,
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Please contact me, Sid Walker, at 877-985-3297 if you have questions.
Thank you for your consideration.
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