This blog will highlight recommended readings for financial advisors.

Its long been our observations that financial advisors are very poor at sales.  Most people in the US think that sales is persuading or convincing.  We define sales differently.  We use these two definitions:

1.Sales is the asking of appropriate questions so that the prospect sees the right course of action for themselves

2. Sales is a conversation between two individuals where the seller enrolls the buyer into the buyer’s vision

If these definitions are a step up from where you have been selling,we heartily recommend:

SPIN Sellingby Neil Rackham and
Question Based Sellingby Tom Freese

Bookmark It