| An informal ProDirect survey of Sales Managers revealed that in over 75% of client interactions, their people were not closing. The reasons they gave are many but a few themes rang out: “Fear of damaging the relationship if I push too hard”, “Lack of clarity around a client solution”, and “Not enough engagement on the part of the FA in the call”. So what’s happening? A lot of engagement, but no commitment. The Art of the Close™ Workshop focuses on where the best closing techniques start – at “hello”. Participants are given a process that leverages a Last Call/Next Call prep model, and orients every call around a client type and solvable problem. Financial Professionals will learn to present their solution in the context of the client feedback they’ve solicited in the call and trial close on the their opinion of that solution. The close is thus a statement of value couched in the clients spoken words about solving their problem. Outcomes:
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Testimonial
"ProDirect worked diligently to understand our business model before engaging us as individuals. The sales coaching and insight they provided thus proved much more valuable and has fostered better interaction between us and our clients. Their sales talent management approach is making all the difference." |
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The Art of the Close™
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