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March’s winning idea came from Jonathan Fuller of LV=.
My best sales technique is what I call a ‘need / solution’ process:
How I have applied this idea:
· I successfully establish a Financial Adviser’s needs through careful and strategic questioning before advising a solution or series of solutions.
· I tailor my approach to a solution depending on whether the Advisers need is new ideas, speed & efficiency or assistance in a complex proposal.
· On an ongoing basis I quickly and efficiently develop my role as a business consultant for my advisers, generating trust and rapport which initiates an enduring buying cycle.
The results it has had:
As an example of my sales technique, I received an enquiry for a high value case (equal to a months’ target) last quarter. I asked the Adviser lots of open-ended and probing questions to identify his needs. I discovered that the Advisers client was going abroad in 3 weeks’ time and that ‘ideally’ the Adviser wanted the medical evidence requirements completing before they left. That evening, I set about creating an LV= team who were ready to start work. I then updated the IFA that LV= were ready to work on the case, even before the application had been submitted to save time.
By identifying the Advisers ‘need’ (an added value service), I was able to provide an effective solution. By taking the Adviser down this route, I made it difficult for the Adviser to consider other competitors as he was so impressed. This case competed in Q4 2011.