Educational Webinar: The Good Way to Sell

by Bill Good Marketing on June 17, 2014

 

 


Educational Webinar: The Good Way to Sell

You have heard that old statement, “You can get a horse to water but can’t make him drink.”
Not true.

Prospecting skills gets the horse to water. A skilled sales professional will get a good percentage of these horses to take a drink.

In our continuing series of CME webinars (continuing marketing education), I’m going to show you how to get the horse to drink. For those on the east coast, I realize we are starting about the time you normally head home. To improve your selling skills, I need at least an hour. If your selling skills need sharpening, give me at least an hour.

The Good Way to Sell

Thursday, June 19th
4:15 p.m. ET
Register Here


The Good Way to Sell will show you:


1. The Core Selling Skills
Here you will get an overview of the six selling skills you must master.

2. The Profile: Your Single Most Powerful Sales Tool
Your most valuable tool is the sales profile. A good profile correctly executed will discover the vital data you need to keep the pipeline moving.

3. Building a Great Sales Proposal 
To build a great sales proposal, you better know what one is. You will learn that here.

4. Why and How to Educate the Client 
With “educational selling,” you rarely have to close. Learn why not.

5. Profiling the 22 Dimensions of an Investor
Take this information and craft your own sales profile.

6. What You Need to Know (About a Client and How You Find It Out)
This is the ultimate CYA. Learn what you need to be compliant with FINRA 2310, and how to find out.

7. Profile Wrap Up 
Dig deeper into profile design.

8. The Magic Sequence
This is the “Good Way” to get a sale closed.

The Good Way to Sell

Thursday, June 19th
4:15 p.m. ET
Register Here


Who should attend?

Rookies: You have urgent targets to make.

Mid-range producers: You made it out of the penalty box but you are not capturing all the assets.

Senior producers: Chances are you are thinking about your own transition, perhaps already mentoring a family member. “The Good Way” will help you see weak points in what you are teaching your son, daughter, niece, nephew.

Anyone with a closing rate of less than 40%: That’s professional grade.

One reason you may need to add some of the Good Way Skills to your tool kit is the increasing trend toward fees. Selling fee-based services is different than selling products. On any substantial portfolio, you are competing with other advisors. Your office and conference room need to position you as an expert financial advisor. Your sales process must dig deeply to the two reasons people will take action. In “Good Way to Sell,” you will learn all of this.

The Good Way to Sell

Thursday, June 19th
4:15 p.m. ET
Register Here

Attendees to the “Good Way” will receive:

A handout.
 We will send this to you before the webinar. This will help you capture the information important to you.

If you stay until the end, you will also receive:

Profiles.
 These profiles were gleaned from over 1,500 questions advisors all over the country sent me when I asked readers of my Research Magazine article to send me their two favorite questions. They will help you explore all areas of a prospect’s life.

Proposal template. When you sell the good way, you will need to present a proposal in writing.

The Good Way to Sell

Thursday, June 19th
4:15 p.m. ET
Register Here


Copyright 2014. Bill Good Marketing, Inc. All Rights Reserved.

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Bill Good Marketing, 867 E 9400 S, Sandy,UT 84094 (800) 678-1480

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