HNW Selling Skills

This program provides a step by step plan for understanding, attracting, servicing and retaining HNW clients. In addition to mastering high net worth selling skills, the participants also learn how to stay on the critical path of doing the right activities at the right time, and in the right way. This program also teaches the techniques you need to keep your pipeline full of high net worth prospects.

High net worth individual, HNW, is a person with large personal financial holdings. Traditionally the term used was millionaire, but in recent years the term high net worth individual has become synonymous with millionaire. As competition for HNWs share grows, creating the right sales environment is increasingly important. In the world of financial services, the rep himself is the product and it must be presented in as flattering a manner as possible. The  financial advisory business is now an upscale, face-to-face relationship game in which everything the rep does and says has a strong impact on the customer satisfaction and the sales.

HNW clients weigh a lot of factors when choosing a financial advisor - cost of services is one of them, but it is far from the most important.  Research has shown that low-cost considerations are rarely a decisive part of HNW clients when evaluating  a prospective financial advisor. Instead, high-net-worth types are focused on the advisor's reputation, references, appearance, performance and last but not the least the quality of his relationship with the client. Yet another component of HNW selling is the attitude of the rep.

Research has shown that up to 90% of performance in selling comes from the "inner game." Self confidence, ability to overcome fear and keeping a positive attitude help the reps to stay on course and to reach full potential.

This two days intensive workshop deals with all the important aspects of HNW selling and provides the participant a deeper understanding of this peculiar but lucrative market of HNWs.

HNW Selling Skills ( Program Contents)

Introduction:

• Understanding HNW Sales Process

HNW Selling Skills:

• Twelve Commandments of HNW selling
• Overcoming HNW sales reluctance
• Getting Face to Face with customers
• Helping the customer know you, like you and trust you.
• Image /Appearance counts in HNW selling.
• Cross Selling

HNW Sales Planning Skills:

• Identifying the HNW Customers
• Myths about attracting and retaining the HNW customers
• Staying on Critical Path to Success
• Planning and Organizing Tips

Relationship Management Skills:

• Understanding the importance of relationships
• Customer Expectations
• Introduction to CRM
• Tips on Relationship Management

Mental Skills for HNW Selling:

• The role of the right attitude in selling
• How to develop the right attitude.