Building a Team - Sales as a Service

Does this sound familiar? 

“I’m just not a sales person.”

“I don’t want to be pushy.”

“I’m too busy to sell.”  

What leader hasn’t heard some version of these words from their team. 

My response?

Without proactive sales the opportunity to serve dried up. You will never truly be extraordinary because sales are the bridge to elevated service, and elevated service is where the money is. 

Every day I meet advisors who pride themselves on delivering extraordinary service, yet struggle to prospect for new customers, upsell, or ask for referrals.

Eventually, without sales, the opportunity to “serve” dries up. Or worse, you spend countless hours on “service” and by the time your commission arrives, you’ve worked for less than minimum wage. 

In his bestselling book Unreasonable Hospitality, Will Guidara says this:

“Service is black and white. Hospitality is colour.”

The mistake advisors make is putting all of their “colour” into delivering the experience. Sales is how you earn the right to set the table for the service standard you have worked hard to learn how to deliver. 

Guidara expands on this idea:

“Getting the right plate to the right person at the right table is service. But genuinely engaging with the person you’re serving, s

so you can make an authentic connection—that’s hospitality.”

When advisors see sales the foundation for “authentic connection” it becomes an integral part of serving clients.

• It means asking better, thought leading questions that take your client where you want them to go

• You are curious about the meaning of the trip, and what must happen for it to the trip of a lifetime

• You link back to these clues when suggesting upgrades

• You routinely ask about adding friends

• You ask for referrals consistently and routinely 

So, the next time those objections bubble up – as they always do… 

Being proactive is not being pushy - it is an act of service.

You are not a “sales person”- when you sell as service, you are a professional advisor

If you are too busy to sell, eventually, you won’t be busy at all. 

When you proactively lead a customer to buy a better experience than they knew to ask for, you have achieved sales as an act of service.  

All it takes is one phone call. You never know until you know.  

Who might need a call from you today?