Time Management #1 – an introduction
It’s the big question that every recruiter of salespeople in financial services asks over and over again: what are the key features that make up […]
Candidate Selection Rule #3 – People are a product of their Past
It follows that if a person is a product of their past, then you need to know all about them. Again, this follows from […]
Successful Selling 5 – Integrity
“The secret of acting is sincerity. If you can fake that, you’ve got it made” – George Burns. Financial advisers make money by selling ‘trust’, […]
Successful Selling 6 – Disciplined Approach
We are talking about time-management here. And it is the inability to manage their time that causes most salespeople to fail. I have rarely seen […]
Time Management #6 – Peak Performance
With our draft template ready to complete (see previous post here), we now need to determine whether there are particular days that are better suited […]
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 […]
Successful Selling 8 – Know your numbers
You have just been offered a job where you would earn £10 for every phone call you make. What time of day would you start […]