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Outcome Centered Selling (also known as The Coach Approach) is taught in 2 and 3 day sessions, on site at your location. To determine if you could benefit from the training, conduct the test below within your organization.
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What’s your vision? |
| “We can't solve problems by using the same kind of thinking
we used when we created them.” - Einstein |
Take the Ultimate Bank Advisor/
Outcome Centered Selling Quiz
- Do your advisors depend on bank partner referrals for fewer than a third
of the new accounts that they open?
- Do your bankers position your advisors powerfully in the mind of the
prospect when they make the hand off? (Hint: “They do the same thing
that Merrill Lynch does and it is always nice to have a second opinion”
is not the answer we are looking for.)
- Do more than 60% of your clients have a multiple products in their account
- Do more than 60% of your clients invest new money with you year in and
year out
- Are your advisors able to elicit their client’s primary outcomes
and clearly understand how the clients and prospects define those outcomes?
Get to the answers behind the answers. (Coaching tip: Using charts, graphs,
Ibbotson performance quilts and hypotheticals to logically prove that a
prospect should move forward if not maximizing effectiveness if you believe
that all buying decisions are emotional.)
- Do your advisors hear that the client is interested in safety and resist
the urge to immediately pull out an annuity brochure? Do they still go on
to have a details conversation about goals, dreams, desires and concerns?
Do they still uncover their Outcomes?
- Do your advisors hear that the client is interested in growth and resist
the urge to pull out the “hot-dot” growth fund of the month?
(The job is not to name the solution the quickest.)
- Do your advisors complete a detailed financial profile on every prospect
because, “It is simply the way that I do business”
- Can your advisors name 5 benefits of a common product…say for example
a fund of funds product? (Coaching tip: If they named---8 different funds
in one product, diversification, quarterly rebalancing, asset allocation,
and tax efficiency, then they have a huge opportunity to improve—–as
those are all features not benefits...and in the mind of the client the
two couldn’t be further apart.)
- Do they have a successful strategy to prospect outside the bank and become
the first point of contact for the organization?
- Do they prospect the bankers? (one of the most powerful sources of getting
larger quantity and better quality referrals, if their professional house
is in order)
- Can your bank partners properly leverage the bank story to position you
as a superior alternative to virtually every other alternative available
to your clients...or do they see your advisors as second class citizens?
- Can your advisors properly leverage the bank story to position you as
a superior alternative...or do they see themselves as second class citizens?
If you could honestly answer yes to all of the questions (or even
most of them), congratulations! You should feel confident that you are well
positioned to surf the Tsunami that is coming our way.
If you’d like to answer yes to more of those questions...click
here.
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