Sell More With Sales Coaching: Practical Solutions for Your Everyday Sales Challenges by Peri Shawn

Author:Peri Shawn [Shawn, Peri]
Language: eng
Format: mobi
Publisher: Wiley
Published: 2013-09-18T14:00:00+00:00

Chapter 7

Sales Mistake #6

Taking Too Much of the Client’s Time

Picture this: You’re the executor for a close family member’s will. You’re responsible for dividing the estate assets among the family, and you want to ensure that everything is done fairly and respects any and all regulations.

You call the financial institution that holds the stock investments to book an appointment. The receptionist says to come in any time that’s convenient for you.

You go to the financial institution and wait to meet with a financial advisor. You wait and wait. As you wait, you read over their marketing materials (because you’re thinking about changing financial institutions). Finally, someone comes to meet you. She shakes your hand saying, “I’m so sorry to hear about your loss. My name is Carmen, and I’ll help you with what you need to do.”

You let Carmen know you have half an hour before you have to leave for an appointment. So you get right down to business. You explain you want to divide the stock assets among the family members and provide them all in kind (you had done your homework so you know the right term to use to explain that you don’t want to cash out the stocks but you want to transfer them as they are).

Carmen, to your surprise and confusion, explains at length that you have to cash out the stocks to distribute them among the family members. You ask questions for clarity and remind her you have 15 minutes left. Again, Carmen goes on at length explaining the process involved.

Since you are not willing to accept Carmen’s advice, you ask her to go speak with her boss about what she is suggesting. She’s obviously not too happy about the idea but she leaves the room. She comes back and says, “Yes, my boss says we must cash them out.”

Shocked again, you ask Carmen if there is a senior advisor whom you could speak to, and you add, “Carmen, I have less than five minutes left.” You wonder, to yourself, if Carmen actually spoke with her boss. (This is a true story, believe it or not. It happened to me.)

Carmen leaves the room. She returns, takes you to another office, and introduces you to Janet, the senior financial advisor. You have three minutes left before you have to leave.

Janet asks you one question, “How much time do you have?”

You like Janet already. You say you have only five minutes because of an appointment.

You quickly explain the situation to Janet. You don’t bother with the history of Carmen and her boss. Based on your time factor, you just go for the essentials. You explain you want to transfer the stock investments in kind rather than cash them out.

Janet’s response: “Of course. All I need are the names of the individuals and their contact details. Once I have that, it’ll take me 5 to 10 minutes to process the paperwork, which I can do once you are gone. I’ll send you off an e-mail this

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