How To De-Commoditize Your Sales Process

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“Bing.” Your computer chimes with a new email notification: “New meeting booked!”

Putting your coffee to one side, you run a quick LinkedIn search on the prospect and up pops their name.

You can’t believe your eyes when you see the long list of associations they belong to and the boards they’ve chaired.

This prospect checks all the boxes of being a high-net-worth client, a whale in the sea of minnows.

The day of the meeting rolls around and it starts as follows:

Hi, nice to meet you, here’s the agenda for today… and at the end of the meeting, we can decide if we are a good fit together.

Running through your normal discovery meeting formula, the conversation covers a wide range of topics from your prospect’s career history to their eldest child’s recent wedding.