Successful Selling 7 – Belief


If you do not believe that the product or service you are selling will provide added value to your client, then stop selling it. You are a conman; a fraud. Get out before you get arrested. I’m serious!

We do not ‘flog’ products in financial services. We provide financial solutions to our clients. If you are not providing financial solutions that are genuine – solutions that you truly believe in – then you are not a financial adviser.

To believe that your product or service provides added-value, you must know that product/service inside out. You must understand the products ‘features’ and the ‘benefits’ that arise from those features.

For me, it became so much easier to sell (and I became incredibly successful) once I understood that what my true role as a financial adviser was: To provide advice on the financial consequences of “Living too Long, Dying too Soon, or Becoming Disabled”. Once I understood this fully, I was hooked.

In my 3rd year as a salesman I completed 248 individual sales. That’s almost 5 per week; the industry average has been 1 per week since records began. It was easy because I truly believed that I could and would assist every client to protect their income and in achieve their goals. I genuinely enjoyed adding value to their lives.

Know your product/service. Understand it.  Then, if you believe it will truly add value to your clients, go forth and sell, sell, sell.

“The only way to be truly satisfied is to do what you believe is great work. And the only way to do great work is to love what you do” – Steve Jobs, Stanford University, 2005.

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