Adviser Secrets How to Become a Top Performer
A Guide to the 13 Most Important Communication Skills Used by Top Performers
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Client Communication – Building Your Foundation
Undeniably, one of the most important skills for top performers to master are communication skills. For this reason, client communication is one of the first elements we discuss in the Adviser Success Model – Prepare section. So, why do most professional training programs and books either ignore or graze over this topic? Many believe that technical and process knowledge is more important to their business. Others see communication skills as something you can easily learn on the job. When talking with top performers, you will find the opposite is true. After business planning, client communication is the skill set that allows them to maximize sales revenue, customer satisfaction and client retention.
Let’s review the five client communication skills covered in the Adviser Success Model.
Questioning
To solve a difficult challenge you must ask the right questions. Asking simple yes/no questions is not sufficient to become a top performer. First, you need to understand the questions that you must avoid. Next you need to learn how to ask powerful smart questions for gathering key information. The type of questions you ask, how you ask them and when you ask them will dramatically change how your client perceives you. Smart questions lead to smart answers, which in return leads you to providing the best solution for your client.
Listening
To truly understand, you can’t just listen to what people are saying. You must effectively listen. Most professionals effectively listen only 25% of the time. Unfortunately, effective listening is a very difficult skill to master. Top performers spend a good portion of their time mastering the 11 techniques of an effective listener. By talking less and listening effectively, top performers can solve problems quicker, promote new business discussion, open up the client’s mind to new ideas and earn the client’s lifelong trust.
Speaking
The key to speaking is quality, not quantity. Most professionals talk too much. Remember that sometimes less is more. Top performers have learned that speaking less is more productive when you master the speaking skills for different situations. They learn how to eliminate objections and resistance before they happen. When involved in public speaking it is important for you to overcome the fear of speaking in front of groups no matter how large or small. It is also important to become a master meeting planner and facilitator. Top performers learn the unique skills needed when talking with different clients, gatekeepers and assistants.
Written Word
In today’s world of email, texting and IMing we have forgotten the fine art of great business communication. Top performers focus on quality written communication. They use the most effective words and stories based on the client’s profile and personality. They write memos and business documents that make an impact and persuade their clients. Top Performers also find tremendous benefit in the lost art of keeping a business journal and sending out hand written thank you notes.
Promotion
Finally, when you tie together questioning, listening, speaking and the written word you have all the skills to promote yourself to the top. Top performers learn how to tie these skills together into a self promotion tool package that attract clients quickly and earn them top dollar for the products and services they provide.
The following chapters provide you with a step-by-step guide for the Client Communication section of the Adviser Success Model. For more information on the entire success model, please contact Executive Business Advisers at www.executivebusinessadvisers.com or Dennis Sommer. at www.dennissommer.com.
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About the Book
In today's fast paced changing business world, professionals must work smarter than ever to improve their performance. What worked in the past doesn't work today. Clients are more knowledgeable and demanding. Competitors are more aggressive and cutthroat. Technical mastery of your vocation will only take you as far as an "average" performer.
Within the pages of this book, the author reveals a revolutionary approach called the "Adviser Success Model" and walks the reader step-by-step through 13 of the most important communication skills used by top performers.
As a top performer you will:
- earn more money;
- get that new job or promotion;
- increase your client base;
- close more deals;
- increase your gross sales revenue;
- improve your profit margin;
- retain clients for life;
- and much more.
This book is intended for business owners, consultants, sales and service professionals who serve clients on a daily basis. Traditionally these are outside clients (sometimes they may be referred to as customers in your organization). Recently I’ve also found tremendous success implementing the art of client communication with professionals working with internal clients, that is those professionals who provide services for others within the same organization.
It doesn’t matter where you fit in the above description. The tips and techniques I provide will help you become a master communicator and top performer in your profession. I will focus on the most critical communication skill areas and provide you with successfully proven techniques. This book will cover:
- Questioning – How to ask powerful, smart and insightful questions
- Listening – How to become an effective listener
- Objection Handling – How to eliminate client objections and resistance
- Preparing A Presentation – How to inspire and motivate an audience
- Delivering A Presentation – How to persuade your client to your recommendations
- Planning A Meeting – How to plan the most effective meeting
- Facilitating A Meeting – How to run the most effective meeting
- Words and Stories – How to use words and stories to get your point across
- The Written Word – How to utilize the most overlooked written communication
- Memos And Reports – How to develop powerful reports and memos
- Gatekeeper Barriers – How to get client gatekeepers to help you win
- Self Promotion – How to promote yourself to the top of your profession
- Household Name – How you can become a household name in your industry
Although there have been books published on many of these topics in the past, this book contains new approaches that focus on the critical client and business challenges you are facing today. The primary goal and objective of this program is to help you build your foundation for becoming a top performer in your profession.
About the Author
Dennis Sommer is the founder and CEO of Executive Business Advisers, a management consulting firm specializing in sales and profit improvement. ( www.executivebusinessadvisers.com ).
Dennis helps CEO’s improve and optimize their company strategy, financial health, sales and marketing to dramatically increase sales revenue, profit margins and marketing return on investment.
Dennis is a successful entrepreneur, management consultant and business leader. Since 1985 he has started 2 successful growth focused companies. First, a high-tech product company. Second, a technology consulting firm. He has also held executive positions in sales, business development, operations and information technology.
Dennis is a highly sought after keynote and seminar speaker on sales, leadership and business best practices (www.dennissommer.com) . He also provides full day customized workshops for corporate clients.
Dennis is the author of Adviser Secrets - How to Become a Top Performer and contributing author for 49 Marketing Secrets (that work) To Grow Sales and How Your Business Can Survive and Prosper in a Recession. His forth book, Adviser Secrets – Business Start-Up and Growth Essentials is scheduled to be released in 2009.