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"I know more than them since I'm the one who worked on it and they don't understand these numbers because they're dumb" has helped me
Repetition will give you a sense of ease and confidence over time. You'll figure out a few key phrases and pieces of language to set people at ease from the get go, and give you their attention. Anticipating and answering frequently asked questions and objections helps--but you learn what those questions and objections are over time. Just keep putting yourself out there and eventually it improves through iteration.
Was in retail banking sales for 10+ years. Best sales practice is believing in your product. I’m todays world all you really have to do is answer your phone, stick to your promises, under promise and over deliver all that jazz. There’s a book called “Getting to yes” and it’s really good practices as well
Take propranolol
Propranolol was absolutely life changing for me. Highly recommend
Read No Fear Speaking by Joe Yazbeck. Life changing
Be excited/passionate about what you do (or fake it). Be personable, ask clients what their points of interest are, what bring them there. Practice answering frequently asked questions, do mock pitches, join others on their calls/presentations to see what works what doesn’t. Form your own style. It takes a bit of time but you just gotta jump into it!
I was extremely shy before and just thinking about talking to customers or to a group of people scared the sh%# out of me. What really helped me out stepping out of the comfort zone and being able to pitch and present to customers was getting comfortable with my material.
This is how:
1. You must fully understand the services/products you offer.
2. Identify the customer needs. In my case, when I was Personal banker it was understanding their financial needs. Just practice a few questions that can help you gather all the information you need. This is where the customer service skills come in handy, make the client feel you care about him and you’re there to help and guide.
3. Make it your own. There’s always a script that the company provides, but people can tell when you have memorized a script to pitch something. Just make it your own, put it in your words and it’ll come out natural.
4. Do not let the client intimidate you. I know, it’s always nerve racking but keep in mind that the customer is approaching YOU because he needs YOUR expertise. They are entering YOUR space, YOUR office, YOUR house. You’ll let them know what they need and most of the times is not what they want.
Love this! I’m a new advisor coach and all of the above are correct.
Time- you need time in your career just like your clients need time in the market to see results but unlike your clients you can speed this up. Work like your life depends on it prospecting and seeing clients. The best advisors see 10-12 clients a week, call on new prospects EVERY DAMN DAY and put in the hours on the front end.
Don’t be afraid to say, “good question, I’ll consult with my team” and get back to you. You don’t have to know everything.
Listen to your clients! Ask good questions and don’t talk about yourself unless the client asks.
Get a mentor and use their stories until you have your own.
I truly believe we are in the greatest profession. The sky is the limit if you put in the work and trust the process. The help we provide to generations changes lives. Once you’ve got the passion, your clients will feel it and your career will skyrocket.
Practice, fake it, have key phrases in repository. I been doing this for a while n it does get better but i still get nerves
Something I learned from improv and a Fire Up presentation…. Let out your energy before the meeting. Whether that’s in your car or somewhere in private, get yourself amped up - think football players before a game - with words of self encouragement and even yelling. Lookup improv countdown warmup on Google. It really helps get your nervousness and energy out so you can be yourself.
Speak with conviction! It isn’t what you say so much as much as HOW you are saying it! This takes practice - but eventually your confidence will come through
Practice over and over again. Always emphasize where you are adding value for the client and explain how you will execute better.
Just do it all the time - it gets easier.
Listen to everyone around you. Me and my co worker on the desk would rip each other all day , it was fun and kinda extra. 3m in we were super tight just because someone always pointed out everything bad and we took everything the other was doing correct.
Also it’s important but you can’t look at it like life or death, your going to lose some deals … that’s life. It’s a game you want more points not dollars
Practice & sometimes really fake it till you make it. Act like you know 1000% of what you’re talking about. People love confidence
Use the consultant method.
Practice helps a lot. I like to imagine that this is my youtube video and i’m just speaking to my audience, these are just my fans who are interested in what I have to say. Unconventional? Probably. But I find that’s helped my nerves, especially in online presentations.
For me it’s finding what sets your apart and what products are beneficial for the client. Also being confident. Those are what work for me
Curious to know what you do? I’m in finance and have been toying with the idea of some type of client facing role.
I’m an associate private banker. I used to be in commercial real estate, but switched over to be more client facing.
Practice. Practice. Practice.
The more you do it the more you become comfortable