Are You Really Ready for Selling?

“The purpose of a business is to create a customer.”
Peter Drucker

Many financial service professionals mistakenly believe they are paid for what they know. This is a big mistake.

The reality is, you are paid for persuading people to buy from you.

You may understand the technical details of your product. You may know the sales process inside and out, have mastered the finer details, and developed excellent work habits and time management.

But none of that will matter unless you can persuade someone to buy from you. Only then will your knowledge and experience benefit your clients.

And only through your ability to persuade can you build a thriving business and achieve your goals.

The main reason your business exists is to sell. Servicing and client management are critical, but they support the number one priority: selling.

Here are five essential areas your business should focus on to ensure it’s ready for selling:

High-performance teamwork – There is a clear division between sales and service, with everyone focused on retaining and acquiring ideal clients.

Sales mastery – You have a formal, named selling process that is followed by the majority of producers.

Sales management – Each producer has an annual plan outlining new business, retention goals, and key performance indicators (KPIs).

Client continuation – Clear retention strategies – You have a formal review process in place to ensure retention strategies are effectively applied to the top 20% of your clients.

Efficient sales leadership – You foster a culture of accountability, driven from the top down, where people are held accountable to this standard.

Improving your sales performance takes time, and it may not happen overnight. However, as experience shows, great professionals are made, not born.

Your business will be well rewarded for the time you spend preparing to sell.

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