Investment Sales Success: How Discovering Your Uniqueness Can Make You a Sales Star
Do you look like, sound like, and act like every other person out there beating the bushes for investment sales? If there isn’t anything special about you and what you do then why should anyone want to talk to you about investments? You’re nothing more than a commodity, and the way people choose commodities is by price and convenience.
It’s very hard to survive and nearly impossible to thrive if you’re viewed as a commodity. You aren’t a commodity. You’re not a clone. The quicker you identify what’s unique about you, not the company you associate with, and what you have to offer the sooner you’ll put yourself on track for lots of investment sales.
Most of you are afraid to be unique because you think that will exclude you from potential business. Well you may be excluding yourself from some business that you never would have had anyway, but you certainly will be greatly increasing your likelihood of gaining some real investment sales. To do this you need to ask yourself a few key questions. The answers will help you to discover your potential uniqueness.
The first questions should help you to focus on looking inside yourself. What do you really like to do? How could doing that benefit your potential clients? What don’t you like to do at all and how does not doing those things benefit clients? The key is to use your strengths to benefit your clients. When you build on your strengths you can easily out-shine the competition.
Then you want to ask yourself questions that help you to focus on looking outside yourself. When you know where your strengths are, the things you know that others may not, the things you can do that others may not be able to do as well, you’re ready to start thinking about who would benefit most from your strengths. At this point you are looking to identify specific groups of people that perhaps you’re one of, that you know more about than most of your competition, and that you can make a connection with.
Use your uniqueness to go and conquer. After you have clarity about your uniqueness, and you’ve identified who you want to target you are ready to go and conquer among those individuals with your investment sales. You will be able to conquer or dominate in this market because you know who you are talking to, you know how to communicate to them, you have the right message, and they feel like you are one of them.
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