From the course: Sales: Selling Financial Products and Services
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Engaging financially active customers
From the course: Sales: Selling Financial Products and Services
Engaging financially active customers
- Engaging customers is really the heart of sales. Engagement is about getting customers involved, active, and participating in the process. This creates loyalty, deeper relationships, increased profits, and customer referrals. Plus it's fun. Back when I started in sales, we used to do something called pre-call planning. A strategy where we would literally sit down and without ever talking to our customers, without ever meeting them, we would plan the sales call. Planned it in a way where we determined what products our customers would need and what services they would buy. We did that all without ever engaging them in conversation. I look back on that now and it just makes me laugh. Leaving your customers out of the conversation about their financial needs is not exactly the best strategy for effective relationship building. Selling financial services is a much better experience for both you and your customers if you start with a meaningful conversation. That exchange gives you the…
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