In this episode of the In the Club Podcast, John is joined by Sean Scope, Senior Sales Executive at TSP Family Office. Sean's brand of selling is very personal and, by doing the right thing, has created trust with clients that lasts years. He shares how delivering favorable experiences, like making clients the most money in the least amount of time, is the key to a successful business. Having this fundamental emotional component transcends even the recent shift to digital selling. Sean and John discuss how to start conversations that lead to closing and how to make clients open up so you then know where you fit in their needs. Ask insightful questions but always bring the conversation back to the client and always allow them to speak for as long as they want to keep speaking. Any use or republishing of this content without Club Colors express written consent is prohibited.
HIGHLIGHTS
QUOTES
Sean: "What I discovered is it's okay to call the client. Just say, hey, how you doing? You need anything from us? Because, if he does, I know about it. I can take care of it. If there's an issue, I can get right on it."
Sean: "I think it's perfectly fine if there's a touching moment or a moment that makes you human. There's nothing stronger than that. I think, as a salesperson, you should be good enough or have enough confidence to be a little vulnerable."
Sean: "If you continue to do the right thing, there's nothing more powerful than somebody telling somebody else that they know, like, and trust, they even love, about what you do or whatever. That's who I want to do business with."
John: "Everything has to start with a what, how, when, where, and then follow up with a why because you got to establish a little bit of pain. You know when you know that you're getting the sale is when the client starts asking questions back with what, where, when, why, how because that essentially means that they're wanting you to add layers of context to the explanation."
Sean: "It's about being with someone, figuring out how to communicate with them, to have a productive talk with them, and then from there just navigating the conversation to keeping in mind benefit, client, help."
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Any use or republishing of this content without Club Colors express written consent is prohibited.