There exists an all-too-common misconception among financial advisors that selling their services translates to appearing ‘salesy’ or overtly promotional. But here's a simple truth: if you don’t sell, you don’t have a business.
The Fear of Being 'Salesy'
If the thought of selling services leaves you feeling uneasy, take comfort in knowing that you're not alone.
Numerous industries, not just financial services, have a tainted history of employing highly charismatic individuals to peddle, at best, underwhelming products, and at worst, exploitative ones. Think of car sales, jewelry and cosmetics, diet and exercise programs – the list goes on.
This unsettling association of sales with manipulation and coercion has understandably left a bitter taste, particularly among buyers and advisors who value integrity.
Regrettably, much of the sales training available today perpetuates these manipulative tactics instead of promoting honesty and respect. Strategies often focus on guilt-tripping individuals, questioning their self-worth, imposing artificial time constraints, or employing lackluster elevator pitches that do little to engage potential clients.
The Problem with Lack of Clarity
In trying to avoid appearing 'salesy', many advisors end up being vague or confusing. Some resort to quirky metaphors like, "Think of me as a plumber for your finances, helping you unclog your financial drains!" But what does that even mean?
Another common pitfall is the lack of a clear sales process. When prospects approach us for financial advice, we often default to selling our investment philosophy or financial planning approach. However, this tactic often falls flat, mainly because clients may struggle to understand the jargon and fail to see the value in our offering.
The Root of the Issue: Fear of Rejection
At the heart of these struggles lies a deeply ingrained fear of rejection. The memory of cold calls and the subsequent rejection can be enough to discourage us from actively pursuing business growth. But the truth is, without effective self-promotion, we risk missing out on helping potential clients who genuinely need our services.
So, the question is, "How do we guide our ideal clients towards a beneficial decision without overriding their decision-making autonomy?"
The I-DREEM™ System: The Path to Consultative Sales
The solution, while straightforward, is not easy. We’ve developed a unique process – the I-DREEM™ System – that enables financial advisors to engage with their clients on a consultative level. It positions you as a trusted expert and authority figure, similar to a doctor or lawyer, guiding them towards their desired outcome.
Imagine a scenario where sales are no longer this daunting entity hiding in the shadows, but instead, an essential part of your everyday process.
Visualize your interactions with prospects evolving from pushing products to engaging in meaningful conversations. Imagine delving deep into their needs, dreams, and fears, offering them the guidance they need to navigate the often confusing realm of personal finance.
Are you ready to confidently close your ideal clients without ever feeling 'salesy'? If so, click the link below to book your breakthrough session today!