Adam Reinebach of EBA sister publication Mergers & Acquisitions wrote an interesting article in the publication’s September issue. He wrote, “he’s a good sales guy. During my career, I’ve heard that description used hundreds of times by managers, recruiters and even smart, high priced consultants. While the exact definition of a good sales guy will vary depending on who you ask, it generally encapsulates the outward facing qualities that have always been valued in sales: high energy, confidence, strong communication skills, not physically unattractive, and of course, a firm handshake.”

He goes on to explain how technology and the Internet have made consumers more informed.  Additionally, we all must contend with the overall lack of time. What this means is client interactions need to have value. How can we translate Adam‘s message to our industry? 

We need to be better informed than our clients and prospective clients and must be able to engage in a consultative style.  We need to learn their pain points and deliver credible, objective solutions succinctly.

In a previous blog I wrote of the importance of being a Simplicity Maven — taking complex subjects and being able to communicate them in a simple, understandable format.

Adam’s message further expands the concept to include being mindful of time.  We all struggle with managing our time and none of us have any to waste.  Clients and prospects are dealing with the same time commitments and over commitments.  There is nothing worse than being in a meeting and realizing that you have overstayed your welcome.  This could result in Death of a Salesman!

An interesting question to ask at the beginning of every meeting is “Do you have a hard stop?”  This will help set the boundaries for your meeting and avoid the painful experience of disengaging your client or prospect!

Torelli, CLU, ChFC, MSFS is president of Newport Beach, Calif.-based e3 Financial.

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