3 Inconvenient Truths About Selling in Professional Advisory Firms
Over 26 years in sales I have realised 3 big truths about selling that
many business people I speak to, often find as inconvenient…
TRUTH No 1 : No Matter How Qualified, Professional or Distinguished
You Are, You Need to be able to Sell
The first one is that no matter how good you are at what you do,
if you don’t have the most effective language and dialogue possible
for how you
- Introduce what you do
- Sell to the business contacts you meet and how you
- Follow up with people who have enquired but haven’t converted
You are leaving a big fat stack of money on the table in the form of un banked sales.
This means that no matter what diploma degree or qualification you
have been anointed with, if you haven’t built a framework around
how to structure a conversation with a potential client, you are not
respecting the qualifications you have or the ridiculously large amount
of money you (or your parents) invested to get the degree in the first
You will not be giving yourself the best opportunity to help the amount of people
you want to help.
You will not be giving yourself the opportunity to maximise your potential
in the profession you have chosen
TRUTH No 2 : Not all Sales Methodologies are the Same
There are currently 28 million pages on sales on Google (and counting)
Look, the result can often be the same, but different contexts call for different approaches.
For example, if you try to sell financial services or business advisory accounting advice
in the same way as you sell cars, you will last 5 seconds.
There are approaches that may be effective in getting signatures but are counter
effective in creating good will and repeat business. Essentially, to the extent
that you have to close someone hard and use canned responses to objections
is to the extent that they will be difficult clients and almost guaranteed never
to refer you to any of their family and friends.
You need a sales process that acknowledges the context of your sales conversation
as well as the industry which you operate in
TRUTH No 3 : Just reading a book, attending a live training, webinar, or online course is not going
produce ongoing, sustained, scaleable increases in sales revenues
Bottom line is this…
If you want to get really great results in anything be it going to the Gym, Crossfit
playing guitar, acting singing or YES selling, you need ongoing support, coaching
and an opportunity to refine and continue to get better at it.
To not do this is the equivalent of walking into the Gym once and expecting
to walk out looking like the Rock – it’s just not going to happen.
Over time, I have noticed a pattern of professional advisors who come to be to help customise
a sales framework for them who have the following traits…
- They are very gifted practitioners of what they do
- They are creating amazing results for their clients
- They want to grow their business
- They have no idea what their best sales people are doing (or even what they themselves
- do when they sell to get a favourable result)
- They have a limited or un conventional sales background
- Their conversion rates are either 25% (average) or below
if you’d like to learn the exact framework that I teach clients that has resulted in double, triple and
in some cases quadrupled sales conversions with my clients, the best starting point I could suggest is
When I work with my clients, we focus on 3 things:
Controlling your Message so your potential clients see you as the very best option — and warms people up until they are ready to hire you…
… Converting higher numbers of leads and enquiries into paying clients at the fees you want to charge (without having to use any sales pressure or weirdness)…
… Connecting with dream clients and referral partners who can send you large numbers of clients
I’ve got a complete system I go through with my clients over the course of 12 months — and instead of spending a year, we cut your learning curve and spend a full day together, giving you the complete curriculum for doubling or even tripling your sales revenue.
To register simply click here