Spin selling sales training for financial advisors
I've read dozens of so called best sales books. The only one based on research is Spin Selling--a 12-year study of 35,000 sales presentations. These sales conversations were analyzed for what works (based on results) and what doesn't work. http:// financial-sales-training.com/index.htm. These 35,000 observations were boiled down to 4 important findings that are taught in the Spin Selling training and documented in the best book on selling. Based on my results using it and gaining significant income that otherwise would have been lost, I must say it's the best selling strategy I have encountered. http:// financial-sales-training.com/spin_selling.htm.
And that's what's unique about the Spin Selling training-you will spend a large part of the 2-day training doing role plays. http://www.financial-sales-training.com/professionals/htm. And since the other people in the class are your professional peers, you have a common context in which to develop your new sales strategy.
I meet many advisors who tell me of their desire to work with wealthier clients. This necessitates a more powerful sales conversation. While less economically successful people can be sold through the old model of spouting features and benefits, this is rarely effective with the affluent. They watch your questions from a belief that "you can tell a man's intelligence by the questions he asks." http:// financial-sales-training.com/register.htm. The affluent also look not just for answers, i.e. solution selling, but insight. And one of the ways an astute professional provides insight is not by blatantly revealing solutions but by leading the prospect to discover the solution for himself. http:// financial-sales-training.com/index2.htm
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