For me personally, it is all about understanding what your customer needs and being a genuine consultant (not just looking to up-sell at every opportunity without a client's best interest at heart).
To be able to consult fully, you need to know your product extremely well and ask a client all the relevant questions needed to make an accurate assessment of what you can provide to them to reap the maximum benefits.
I think once the trust is built by doing this, a business relationship can flourish and by keeping to these morals, it has allowed me convert great clients into great friends.
It was a Brian Tracey seminar that introduced me to consultative selling and I've never looked back since :) I highly recommend anybody in sales to read his books and listen to his seminars.
• Excellent communication and listening skills
• The ability to explain complex information clearly and simply
• Good sales and negotiation skills
• An interest in financial products and markets
• Good mathematical and computer skills
• Plenty of drive, initiative and motivation
• An honest and trustworthy manner
• Attention to detail
• The ability to analyze and research information
@ Ali great answer, I have been on various training courses & read; a few books, numerous articles/journals on how to develop myself as a sales professional. What importance do you give to training & self development?
