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You sell insurance. Maybe you sell investments. You sell to individuals. You sell to businesses. Regardless of the situation, you are talking to prospects. You've heard a famous quote attributed to IBM's Tom Watson: "Nothing happens until a sale is made." How do you get the prospect to become a participant in your presentation instead of just an audience?
1. It's all about them. Problems need solutions. Sometimes you do analysis to determine there is a problem. They have an issue. A pain. Something that keeps them awake at night. What you are going to talk about is finding them a solution to their problem.
2. Understanding their problem. We talk in jargon. It's an industry thing. We might call their problem something else. We need to listen to them talk about their problem, then repeat back what they told us. They need to know we understand their problem.
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Bryce Sanders
Bryce Sanders, president of Perceptive Business Solutions Inc., has provided training for the financial services industry on high-net-worth client acquisition since 2001. He trains financial professionals on how to identify prospects within the wealthiest 2%-5% of their market, where to meet and socialize with them, how to talk with wealthy people and develop personal relationships, and how to transform wealthy friends into clients. Bryce spent 14 years with a major financial services firm as a successful financial advisor, two years as a district sales manager and four years as a home office manager. He developed personal relationships within the HNW community through his past involvement as a Trustee of the James A. Michener Art Museum, Board of Associates for the Bucks County Chapter of the Fox Chase Cancer Center, Board of Trustees for Stevens Institute of Technology and as a church lector. Bryce has been published in American City Business Journals, Barrons, InsuranceNewsNet, BenefitsPro, The Register, MDRT Round the Table, MDRT Blog, accountingweb.com, Advisorpedia and Horsesmouth.com. In Canada, his articles have appeared in Wealth Professional. He is the author of the book “Captivating the Wealthy Investor.”
