Several times a month, I receive emails and calls from advisors and leadership expressing a desire to increase their “closing ratios.” Advisors want to close more sales for revenue. Leaders most often want help closing recruits to join their firm.
As my dear friend Milton Pedraza, CEO of the Luxury Institute LLC, has profoundly stated, “Trying to ‘close the sale’ is a big part of the behavioral problem.”
He wrote recently that in “every research study we have conducted for 21 years, UHNW, HNW, and affluent consumers tell us they are not looking to be CLOSED; they want to OPEN a RELATIONSHIP with a TRUSTED brand and advisor.”
Yes, you have to provide the steps for people to take to acquire the products or services you sell that solve their issues.
However, with all the choices in the marketplace, their sense that you are establishing a relationship with them by being kind, thoughtful, caring, and empathetic to their situation is what makes the difference in them choosing you.
Relationships are foundational to success—build them and your success will soar. People who feel you relate to them WANT to buy from you!
If you want to earn more:
Read my latest book, which is rated #1 in Customer Relations and #1 in Consumer Behavior on AMAZON. Order HERE.
And leaders, contact me HERE to discuss my presentation “How to Move a Prospect’s Business to YOU.” New business capture ratios increase by 25-30% above what they are now with this presentation in the hands of your sales team or recruiting team.