You Don’t Have to Be Salesy to Be Good in Sales

Beverly FlaxingtonBeverly Flaxington is a practice management consultant. She answers questions from advisors facing human resource issues. To submit yours, email us here.

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Dear Readers,

I just finished an incredibly inspiring call with a “fave” advisor client, and it prompted me to write about the experience in this week’s column. I’ve worked with this advisor for over three years. When I first started with his firm, he was extremely reticent about my growth programs. The goal was to turn him into a salesperson.

This comes up with non-sales professionals all the time when I talk about sales, business development or even growth initiatives. The perspective I hear is that to sell effectively, you must become a pushy individual who is asking their clients to help them grow their business.

Watching this advisor today glow with his successes and talk about how he did it without betraying who he really is, and in a comfortable manner, prompted me to share some insights to be better at selling. Here are seven considerations: