We are constantly surprised at how the good old sales skills of basic rapport have eluded some of the new entrants into the world of financial services incorporating financial planning and insurance strategy professionals.
What seems to generate ridicule and scepticism with this new breed is what any etiquette book or course will define as basic manners and what members of groups such as the Million Dollar Round Table will define as going deep with a client.
The old breed of salesperson formed deep engaging and long term relationships with clients. These relationships lasted years, they developed into friendships - lifelong and they were not only with the client but the clients family who invariably became clients as well.
We are floored when we hear advisers say "I don't think I need to do any of that client engagement stuff.....I just sell insurance".
Well sir, we shan't be buying it from you.
EI - the ability to know one's self and therefore the ability to place yourself in the other persons shoes, to control your emotions and manage theirs is a fundamental part of sales.
It's about connecting with values, beliefs and respecting them. It transforms relationships and creates advocacy.
This is about leadership.
We'll talk more about leadership and EI in coming posts and how it transforms teams, businesses and lives.
No comments:
Post a Comment