Uncovering the Demons in the Sales Process

Vessenes, Peter M.
August 2005
Journal of Financial Planning;Aug2005, Vol. 18 Issue 9, p32
Academic Journal
This article focuses on potentially damaging attitudes that can accompany the sales process in financial services, and how to manage them. The complexities of financial planning are such that no one can truly gain expertise in much more than a very narrow segment of financial planning disciplines. One may gain expertise how tax laws affect 401(k) contributions, but it is unlikely one will also gain the expertise in complex elements affecting trusts, at least not early in the career. Situations and circumstances in the markets, the economy, and world events can change. Issues advisors face in selling do not always mean the advisor does not know how to sell. Every advisor encounter things that jeopardize their lifestyles, their homes, and their careers. The points are not focused on becoming a better salesperson, but rather on making sure that the sales skills possessed do not take a person down a slippery slope. What worked so well yesterday may not work tomorrow. Do not be afraid to get help in finding better ways if things start to slip. Experiencing a period of being the expert can take away the humility that one needs to better serve clients. Success can be addictive. A large income can quickly lead to consumerism. Take time to remember the basics of living.


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