Transformational Selling Blog

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Many people are feeling disconnected and disheartened at work. You may be one of them. You’re tired and looking for more. You’re questioning if you should stay or if you should go. You’re wondering how you could bring back that spark, connection, and enthusiasm you once had to your work. I’d like to offer you an empowering idea to solve this challenge so that you can bring your best, add value to your team and clients, and walk away at the end of each day feeling fulfilled, knowing you made a difference. 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?

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?

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?

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?

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?

Your clients and members are shopping for more than products, services, and the best price. Unfortunately, many bankers restrict / limit themselves and their customers to these kinds of transactional conversations. According to a 2021 Gallup Retail Banking Study, 42% of all conversations happening daily in banks are considered net negative. Meaning that not having a conversation was better than having one that didn’t provide value.

It’s time to stop the distilling down your value to a transaction, that negotiates on price. Instead, it’s time to start upholding yourself to the real value you bring and the transformational impact you deliver.

3 Ways to Increase your Sales Confidence Quotient