I highly recommend that you read “Exceptional Selling: How the Best Connect and Win in High Stakes Sales”, by Jeff Thull (Wiley, 2006). It’s one of the best sales books I have read in years.
What you will learn from it:
As one who is an advisor, you realize that not every client is a perfect fit for you. This book focuses on the language and mindsets you use with clients. With the right mindset and approach, you come off far more credible and actually sound like an advisor — rather than just saying you are one.
Further, the book focuses on first diagnosing (like a doctor would) before prescribing solutions. Again, taking this approach creates a true advisor relationship — rather than just saying you’re an advisor.
Secondly, when approaching referral sources like Financial Planners and CPAs, they are going to be very perceptive in sensing if someone is presenting them with a hard close and pressuring their clients. Their relationships are the life blood of their business and they will not jeopardize them by referring them to someone they may perceive as a wolf. Again, the “maybe, maybe not” type approach in the book is essential in building relationships that demand both professionalism and credibility.
But don’t just take my word for it. Check out the reviews at Amazon.com. If you do purchase the book, let me know what you think after you read it.
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