Recently, a colleague requested I share one of my favorite quotes. Several trusted standbys came to mind; however, I submitted the following:
"Success is peace of mind as a direct result of self-satisfaction in knowing that you did your best to become the best that you are capable of becoming
- in all areas of life." ~John Wooden
Part of why I love this quote is why I love being a part of the investment management industry. It's an environment in which success is a constant goal, and the performance bar, in a number of respects, is set incredibly high. To be the best, the professionals within this industry know it's necessary to continually sharpen their skills and to do whatever is needed to ensure they make a difference for their clients, their company, and themselves. Below I offer suggestions to help strengthen your sales process, increase closing ratios, and better your success. My philosophy is to BE REAL.
� Be sincere in your communications with others.
� Be interested in what people say.
� Be genuinely attentive to people's comments and concerns - listen.
� Be interesting - know what it is you do well, and why you do it well.
� Be passionate - show that you enjoy doing what you do, and that you are reliable and trustworthy.
Buyer's seat ~ Put yourself in it
� What added value will you bring to each exchange?
� What challenges does your audience face?
� What would you be doing/focusing on if you were in their shoes?
� Why would the buyer want to "buy" from you?
� How can you be the solution for them?
� How will you go about building trust?
Early preparation
� Do your homework on your audience.
� Define meeting objectives.
� Create list of probable questions, both to answer and to ask.
� Use a checklist - ensure all material needed is compiled, and meeting details are covered.
� Know your "story."
Rehearse
� Schedule a preparatory meeting to practice your story.
� Know everyone's roles.
� Discuss a list of probable questions - who will answer which questions?
� Rehearsal.
� Focus on timing and content (are you delivering what they need to hear to make a decision?).
� Polish delivery.
� Evaluate each other; rehearse again.
Engage and relate to your audience
� Build rapport: understand the WIIFM (What's in it for me?) factor.
� Share a story that connects to your topic.
� Personalize - use individuals' names and their firm name - show you are talking about them versus at them.
� Encourage interaction - pose one or two questions near the beginning to promote dialogue.
� Share what you know about your audience - confirm accuracy.
Ask open-ended questions...and listen to responses, comments, and concerns
� What are issues you are addressing?
� What changes have you made to your portfolio/investment approach during the past year?
� What are the top three attributes you look for when selecting a manager?
Leave with a follow-up plan
� Remember to ask for the business (or next meeting).
� Be the first to thank the person/audience for their time.
� Send a personalized follow-up letter - reference something you discussed in the meeting.
� Provide any promised follow-up information in a timely manner.
� Add meeting details to your CRM system.
� Meet with your team to debrief.
Do your best to BE REAL, and may it add to your peace of mind.