From the course: Sales: Selling Financial Products and Services
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Knowing what you sell
From the course: Sales: Selling Financial Products and Services
Knowing what you sell
- Buying is emotional. No matter how logical you think your customers are, no matter how much literature you give them to read, or how many critical questions they ask, it's always their emotions that drive their decision-making. Certainly customers are interested in your products' features, but it's the solution the products produce that pique their interest. How you make them feel is what will ultimately drive their decision to purchase. One of the biggest myths in financial services sales is thinking that your customers are 100% rational, thinking that they will make decisions based solely on the information you provide. Understanding that buying is emotional gives you a new perspective on what your customers are thinking and how they feel when they buy. Your first job is to connect with your customers by listening for and understanding their needs, then use what you learn to fit the right product or service. That's called adding value. Financial services products add value in a…
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