Scripted Sales Training Is Over. Here's What Advisors Need Instead
Advisors who want to take advantage of changing consumer expectations must move beyond scripted sales training programs to ones that emphasize soft skills such as relationship-building, communication, problem-solving, empathy and financial coaching, writes Phil Buchanan, executive chair of the board at Cannon Financial Institute. "To achieve this level of mastery, advisors must graduate from simple, transactional sales training to sales enablement." This involves taking skill sets to the next level, creating consumer-focused processes and aligning all relevant tools and technology into training efforts to create the most realistic environment for advisors to practice and succeed, says Buchanan.
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