Positioning for Sales Success

Presented by Richard Mangiameli

Today we hear that, as an advisor, we need to become a resource for our clients.  We need to build a relationship so strong that clients will call us seeking advice for a good attorney, accountant, other insurance lines we may not offer – even to the point of asking for a good contractor to remodel or a roofer.

It is important for each advisor to leverage relationships with attorneys, CPAs, bankers and other advisors or agents, using everyone’s expertise to provide quality service and products to each client.

We don’t want to forget about the sale and the importance of positioning the sale.  I read the article below in the NAIFA Annuity Outlook magazine that provides some really good insight.  As an advisor we need to seek first to understand our clients’ concerns and needs.  No product will fit every need.  We can’t force a square peg into a round hole.  We need to understand the client’s goal and then develop the right strategy and supply the right products to achieve those goals.

Remember that no sale will be complete unless you can build a good relationship with your prospect.  The trust factor is very important and you need to be sure to listen to what your client is saying throughout every step of the sales process.

Click on the link below to read the full article about positioning for sales success.



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