Not as good at sales as you think?

I coach Financial Advisors from coast to coast by phone to help them grow their clientele. When they first hire me, they claim they are either good or very good at sales. Once we get into the coaching process, it’s a different story: They may be good at getting more assets from existing clients or bringing aboard someone’s brother-in-law, but sorely lack a systematic consultative approach for turning their less-than-warm prospects into solid clients.

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