Every top advisor, sales professional and leader has developed the ability to consistently gain 5 buying commitments. It doesn’t matter if you are providing investment, tax or legal advice, risk management and insurance products, or trying to recruit new employees as an executive or owner of the business. If you are unsuccessful in gaining any one of these commitments they will stall or derail your efforts.
The five commitments are
- To have a connect (first business) conversation,
- To complete adequate in-depth discovery
- To buy your solution or idea
- To buy more of your solutions or ideas
- To speak well of you and recommend you to others
For many, gaining a person’s commitment to have a connect conversations is often the most difficult, especially if you have not met before and established some type of relationship. Unless you have developed your reputation or marketing system to the point where people are calling you, this means that you or someone on your team needs to call them to schedule this all important connect conversation.
Have you developed a reliable approach that consistently gets new people committed to initially meet with you?
Whenever you qualify a person as a prospect during a connect conversation you logically want to gain their commitment to provide you with enough in-depth information so you can make a suitable recommendation that meets their needs. It’s frustrating whenever a prospect refuses to provide the information you need to help solve their problem.
Have you been able to identify what’s causing prospects to stall when this happens to you? Have you discovered a reliable way to prevent it?
It is exciting when a prospect has agreed to share the information necessary for you to prepare a solution that meets their needs. Top advisors get a kick out of helping prospects make this buying decision and most advisors are looking to increase the number of clients they have or upgrade the quality of their clients. That’s why it’s so devastating when a well-qualified prospect refuses to buy.
Whenever a sale is lost, have you figured out a way to avoid losing the lesson of what went wrong so you can prevent it from happening again?
Top advisors enjoy client relationships where there are a number of repeat sales or renewals. They personally develop the necessary competencies, develop relationships with other team members or form relationships with strategic partners to provide additional solutions that add revenue and increase client retention.
Are you gaining enough renewal and additional solution commitments to make your client revenue streams and relationships as strong as they can be?
Perhaps the highest compliment any advisor can receive is a referral or introduction to someone the client cares about. These commitments are the pinnacle of client relationships because you have the opportunity to make the client look good by serving someone they care about.
Do your clients speak well of you? Are you regularly receiving a satisfying number of referrals and introductions? If not, what’s holding clients back from providing them?
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