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Category: Sales · 5 min read

Tweak Your Selling Game for the Better

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on January 29, 2019

author profile photo

on January 29, 2019

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Bing! You’ve got mail. It’s late in the day, and you’re checking your email when you see a new message come through that says: 

“Hey, do you have a minute? I want to talk to you about a product that could change your life.” 

Instantly, you know this is a sales email. They’re trying to sell you something. Would you move on to the next unread email, or do you read the rest?  

Chances are, you move on. That’s because people are skeptical of being sold a product or service. They don’t like sales pitches, and they don’t like being pressured to buy something. 

Instead, they expect to be treated with respect, and prefer authenticity. They appreciate honesty and someone that genuinely wants to help them. 

So, ditch the sales pitch. Ditch the selling mindset. Instead, adopt a relationship mindset, where you’re focused on getting to know your prospect or client, and help them reach their retirement and financial goals. Here’s how to get there: 


1. Have a Conversation 

When you’re meeting with prospects and clients, it can be tempting to lead with the solution and how your services can solve their problems. But first, keep it light. Get to know the person you’re talking to, ask about their wants and needs and goals for retirement, and then, once that’s all established, offer up a solution. This way, instead of feeling like you’re just trying to sell them something, your prospects and clients can be confident that you have their best interest in mind, and you’re basing your recommendation off of their situation accurately. It can make a prospect feel valued and respected, and may lead to a stronger relationship and connection right away. 


2. Listen to Them 

As you have that personal conversation, don’t tune out. Intently listen to what your client is saying. There may be a tendency to immediately start thinking about what you’re going to say next, but quiet that voice for a little while. Stay focused on the conversation, and try to absorb everything the prospect or client is telling you. Ask questions that show you’ve paid attention. A lot of the time, it can be obvious to your client when you tune out or get distracted, so give them your full attention and really hear what they’re saying. 


3. Stop Trying to Close the Sale 

Closing is the ultimate goal, right? You want to help them, but you also want their business. But you have to be strategic about closing the sale. Putting pressure on your prospect and client at the wrong moment can lead to uncertainty and rejection, and then you’ve blown your chance. To avoid this, stop trying to close all the time. Get rid of your hidden agenda to get their business, and replace it with a perspective of solely helping your clients. Make that your priority. Your purpose is to help them meet their financial and retirement goals. That’s it. This allows you to focus on them, their issues, and effectively talk to them about some solutions that could help them.  

Get rid of your hidden agenda to get their business, and replace it with a perspective of solely helping your clients. Make that your priority.

4. Build a Relationship 

Once you have a client’s business, it can be easy to simply move on to the next prospect and not focus on your existing clients as much. But in order to retain your clients, it takes a solid relationship. This doesn’t happen right away. It’s a process, but it’s one worth doing. Relationships build credibility and loyalty, which can lead to more business and more referrals down the road. Plus, from a business standpoint, it costs less to keep a client than find a new one. To get that, you have to take the time to reach out to them and keep in touch. Send them emails or give them a call, touch base at least once a quarter, and make sure that you’re doing things to strengthen your relationship with them.  


5. Focus on Being There to Help 

I mentioned this before, but there’s one more point I want to make about this topic. When you focus on helping and being there to talk through their retirement strategy, you can more easily uncover the truth behind their challenges. In other words, it puts you in a position to understand their situation more clearly, and allows you to accurately offer solutions or services that can fit their needs. It’s a subtle mindset change, but it’s an important one to have, because it reframes it to what the client needs, and not what your services can offer.  

This tweak in your selling game may not seem like a game-changer, but it can make a distinct impact in your end results. Ultimately, it’s an emphasis on putting your prospects and clients in the spotlight, so you can better understand their needs, build a relationship, and find the right solution for their retirement goals. 

For more sales tools to boost your selling game, check out our Sales Builder services, or contact us today.  


For Financial Professional use only, not for use with the general public. #19-0028-012220

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Written By

Josh Gettler

National Vice President, Relationship Development

Josh Gettler is the National Vice President of Relationship Management at Brokers International. Josh has over 10 years of industry experience running FMOs, as well as selling policies as an agent. With expertise in recruiting FMOs, mergers and acquisitions and management, Josh is focused on how to grow and improve businesses through innovative ideas.

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