Find out what the person really wants before you attempt to close the sales deal.
I spent over thirty years training Financial Services Professionals and CEOs to meet the needs of their customers. Like the hardware store owner who knows it is not the drill bit that is important but why they need a drill bit in the first place; to create a specific hole, I learned early on that satisfying a customer’s needs requires asking the right questions and paying attention to the reply.
My whole life has been about solving problems. I studied for a degree in chemical engineering and learned how to solve physical problems by applying the principles of chemistry, physics, and math. It was a promising career, but I wanted to do something that interacted more with people and helped them directly. So I switched to Financial Services to solve people’s monetary needs and help business owners achieve their objectives. I learned about selling, and after three years with New York Life, I started teaching others how to sell.
Flash forward several years, and I became one of the founders of the first corporate universities for Field Training at New York Life – NYLIC University. I have a Master’s in Management and was an American College of Financial Services instructor in the CLF Curriculum and Graduate School.
I could retire, but sales and business management is such an ingrained part of me that I don’t know how to. Instead, I am committed to helping others find business success, see their desires become a reality, and create legacies.
You are my customer, and I have the experience, knowledge, and commitment to help business owners like you create a strategy to get what you desire in business.
In a world of ever-evolving business landscapes, finding the right guidance can be the difference between stagnation and success.