Let’s take a look at the sales process.
- If a product or service makes sense and potential buyers understand exactly what they are purchasing,
- if the salesperson has been forthright and honest,
- if the need for the product or service has been adequately demonstrated,
- then people will buy that product or service and
- they typically will be happy about their decision.
Getting a buying decision based on the principle of what is right for the client often requires using a different strategy from traditional closing techniques. Unfortunately, forcing a sale by using typical closing techniques, where the client has not perceived the need, may result in the purchase being unsuitable and the client experiencing remorse.
By using the solution-based planning approach of Life Resource Planning, you avoid the dilemma of forcing people into buying products or services that may not fit their needs. A solution-based approach will uncover challenges the client currently has or will experience in the future. You will provide the solutions to these challenges. Your solutions are designed to fit the needs of your client. You will give the client a number of options to choose from and not force him or her to take the option that you think the client should have.
Solutions are not specific products or services, but may translate into these. Solutions are concepts, actions and strategies. The client will always take action on one or more of your recommendations uncovered through the planning. That is the beauty of this process – the client always buys in! If products or services are necessary to implement the solutions you propose, the client will recognize that and will willingly buy those products or services from you.
Another advantage of using a planning approach is that oftentimes neither you nor your planning clients are aware of the potential challenges they will face. The planning not only uncovers these challenges but will help them plan for the future through implementing your advice which often involves your products and services as well.
Here are a number of reasons why a planning approach using Life Resource Planning is superior to a traditional sales approach.
1. With a traditional sales approach, you often pressure the client to purchase your product or service without knowing the background or family situation necessary to implement what you are offering.
2. A planning approach will allow the client to see how your products or services fit into the broader later life challenges the client and his or her family are facing without any compulsion from you.
1. With a traditional sales approach you are using a single dimensional product or service that you are trying to fit in where neither you nor the client understand how it all fits into the big picture.
2. A planning approach is multidimensional and will even uncover sales that neither you nor the client knew existed and in addition will generate a great deal of business for a network of other providers and advisers serving the senior market.
1. With a traditional sales approach, clients are often reluctant to give you necessary financial information to help you adapt your products and services.
2. A planning approach will lead to the necessary financial information to help you make recommendations that meet the clients’ financial needs.
1. With a traditional sales approach you are trying to force a product or service on the client that you think the client should have.
2. A planning approach helps clients discover for themselves how your products or services fit in.
1. With a traditional sales approach you are trying to sell your products or services often by using pressure or manipulative closing strategies.
2. A planning approach helps clients recognize they need to buy your products or services and no pressure or manipulation is needed to help them make that buying decision.
1. With a traditional sales approach you are asking clients to pay out money which is a confrontational strategy and often leads to hesitation to buy the product.
2. A planning approach does not turn away clients with having to pay out money; you are providing advice and not asking for a purchase.
1. With a traditional sales approach, if you don’t make the sale you walk away with nothing.
2. A planning approach can generate planning advisory fees if you choose, and if your products and services don’t fit, you still make money.
1. With a traditional sales approach, you have less opportunity to work with other members of the family because you don’t have a reason to convince them to work with you.
2. A planning approach will lead to your making the children or other family members your clients as well, because you develop a rapport with them and they can see the value of doing planning.
1. A traditional sales approach typically does not involve a network of other senior providers to provide you referrals.
2. A planning approach will lead to new business referrals to other senior service providers which in turn will generate reciprocal referrals from those senior service providers to whom you refer.