In my late twenties (early 1980’s) I
started a company with a middle-aged psychologist (more gray hair) to
help displaced senior-level Fortune 500 executives get new jobs. These
were talented executives who typically lost their jobs due to
corporate politics not lack of performance. Teaching them to be
skilled interviewers was a key part of my success. One
question I always had them very prepared for was, "Tell me about
yourself..." which is a question almost always asked by the interviewer.
I would have them prepare for the
interview by looking at the requirements of the job they were
interviewing for and then think about how their experience fit what
the job required. My goal was to have them show the interviewer in
practically casual conversation that they would be perfect for the
The goal was to establish their skill
level and credibility without bragging by talking about their past
experience answering three questions:
Generally, what did you do...?
What did you learn about yourself, your ability, that challenge?
What were the positives results?
Here is an example: Interviewer
says, "So John, tell me about yourself..." John says, "Well, I started
out as a life insurance agent where I quickly realized I had to be a
catalyst. You have to have a desire to help people that is greater
than your fear of rejection. I was able to set my fears to the side
and maintain a positive attitude no matter how people responded to me.
It was probably on of the most important lessons of my life. And, I
managed to be a leader in a large agency at a relatively young age.
From there I..."
This approach was extremely effective
and it was very rewarding for me to earn the respect of top level
executives when they got job offers for better jobs than the one they
were displaced from and usually for more money.
So how do you apply this approach to the
financial services business?
You can say some version of what many
advisors are saying, "We have cutting edge approaches, products and
services. We make every effort to offer our clients the best of
everything, in fact, we only work with clients who want the best. Our
skill level and integrity are of the highest caliber. Our clients love
us and I think you will too, etc., etc."
Or, hold off on the commercial. Instead,
in the process of interviewing your potential clients about what they
have done with their money in general, you look for places to casually
relate your experience and success in similar past situations that you
believe would be of interest to the potential client. Keep your story
short. You don’t need a lot of detail. Talk about how you solved your
client's similar problem and the positive result.
The power of this approach is that you
are letting your potential client know you have had a successful
experience with the challenge they face. That is what most people are
looking for whether they are aware of this or not. You are also
promoting your ability in the flow of the conversation which becomes
more of a statement of fact rather than a bunch of fancy sounding
words with no proof. That is the most powerful and elegant way I know
to establish your credibility. Give it a try. You will like the
Have a productive September,
Do YOU want to be a more MORE CONFIDENT PROSPECTOR?
Do YOU want to learn how
to have a 90% CLOSING RATIO
without being pushy or aggressive?
Then check out the...
7-Day FREE TRIAL of my New $10,000
Selling Without Wrestling® Sales Training
I have made available a ton of material
for relationship-oriented advisors. You can get into the Members
Only Area for FREE for 7 days with a credit card and the option to
cancel before you are charged a penny. Then there is a 30-day
Unconditional Satisfaction Guarantee, so you can’t lose.
Check out the new site at:
All This for $47/mo.; $397/yr. (limited time introductory offer)!
Without Wrestling® Sales Training 4-module, $1,000 value...
interviews with advisors skilled in using the low-key techniques...
Supplemental Training to Selling Without Wrestling®...
Interview with a top producer using a low-key approach...
Live Coaching Session(s)...
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
info, buy books, eBooks, CDs
Book: How to "get on a roll"
- New Training & Coaching Site
Sales Performance Coach -
"Champion of the Low-Key Approach"