Becoming a Transformational Seller shifts your mindset from thinking you’re selling products and services to realizing you’re helping clients solve problems, achieve goals, and fulfill dreams. You stop asking for the business because there’s nothing to sell. You start creating invitations to a vision of the future that clients can’t wait to buy.

How do you make this shift from asking to inviting? Let’s explore three different ways you could bring more ease, joy, and profit to your business by creating conditions for invitations to happen.

I’ve often wondered, had we really?

If the team really had the confidence, believed they earned the right, the natural effect would be to extend an invitation to a client or member to work together. If they had it all going on, and were the best thing since sliced bread, then why did they struggle asking for the business?

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Would you ask someone to marry you on the first date? Probably not. Then why do so many people expect they’ve earned the right to immediately ‘ask for the business’?
Is it because we’ve been told that sales are a numbers game? That the more you ask, the better shot you have at getting a yes?
Or is it because no matter how hard you try to forget old-school sales techniques like ‘Always Be Closing’, they crop up uninvited during client conversations?
Or does the pressure to hit your sales target make you do and say things you otherwise wouldn’t?
Fear of not making a sale, and stress of needing to get one, can trigger out-of-date and inoperative sales methods that spoil client conversations and outcomes.
I’ve often wondered, had we really?

If the team really had the confidence, believed they earned the right, the natural effect would be to extend an invitation to a client or member to work together. If they had it all going on, and were the best thing since sliced bread, then why did they struggle asking for the business?

Continue reading

How do you move beyond the rate and price conversation with clients and members? How do you position yourself, so clients understand what makes you different from other FIs? How do you show clients the value of what you bring so they choose you?
I’ve often wondered, had we really?

If the team really had the confidence, believed they earned the right, the natural effect would be to extend an invitation to a client or member to work together. If they had it all going on, and were the best thing since sliced bread, then why did they struggle asking for the business?

Continue reading

One of the phrases leaders often recited at the bank was “bring your swagger, you’ve earned the right to ask for the business.”

I’ve often wondered, had we really?

If the team really had the confidence, believed they earned the right, the natural effect would be to extend an invitation to a client or member to work together. If they had it all going on, and were the best thing since sliced bread, then why did they struggle asking for the business?

Continue reading