Avoid These Failed Adventures in Sales Training

Photo by Justin Lim on Unsplash

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Advisors don’t like to think of themselves as salespeople. It conjures up sleezy images.

They’re much more comfortable saying they are “educators” or coaches.

Here’s the problem with this mindset.

When you deny the sales aspect of your profession, you resist sales training. Why should you train in a craft that doesn’t apply to you?

How’s that working for you?

The critical first step

Albert Einstein famously said: “If I had an hour to solve a problem, I'd spend 55 minutes thinking about the problem and five minutes thinking about solutions.”

Many advisors complain about the lack of interest from prospects. Their phone isn’t ringing. They don’t have enough inquiries, so they don’t have the opportunity to convert prospects into clients.