All too often we forget what is actually our role when it comes to selling. This is especially true when we're in the business of selling services, because in essence we're selling our expertise, which by design is hard to communicate to a non-expert. Regardless of what we're selling however, it is not about our expertise. In fact, our expertise is what gets us a seat at the table. Once we've been let through the door, our role as advisors is...
Too many advisors claim that they lose the sale on price. All too often that's not the case. You didn’t lose the sale on price - you lost it because your customer doesn’t trust you. So how do you get customers to trust you? The main pitfall when it comes to trust is self-orientation. Self-orientation is the tendency we all have to focus on our ourselves, and what we have to offer. It usually looks like walking into a meeting and presenting...
"Trust is everything. It is the most valuable commodity in business." - Stephen Covey Trust: The Foundation of a Successful Business Trust is the foundation of a successful business. When you think about it, your clients want to know that they are giving their hard-earned money to someone that they can trust. In order for there to be a lasting relationship between your company and your client, you have to earn their trust. The more you can show...
