Hiring
- Hiring process
- Integrity assessment
- Integrity and sales performance
- Interviewing
- Legal issues
- Sales success characteristics
Selling
Managing/Coaching
- Action plans
- Coaching skills
- Common coaching myths
- Common production mistakes
- Manager success characteristics
- Sales culture
Nine personality characteristics linked to financial sales success
What does it take to be a top producer in the financial services sector? To succeed in consultative sales, an individual must possess certain personality characteristics.
In the big picture, the primary characteristics critical for success in consultative selling fall into the broad categories of empathy and ego drive. Empathy and ego drive involve more than just liking people and thinking you are the best salesperson. Empathy is sensing the reactions of the customer and being able to adjust to his or her feedback. By sensing what the customer is feeling, the empathetic person can change pace and make whatever modifications are necessary to focus on what the customer is really concerned about, and then close the sale.
In our research, we have identified nine personality characteristics that are linked with sales success. They are:
- Energetic
- Follows through
- Optimistic
- Resilient
- Assertive
- Social
- Expressive
- Serious-minded
- Positive about people
News
• Register today for Pat's upcoming session on "Best Practices in Loan Officer Recruiting and Sales Training" at the 2012 Regional Conference of MBAs in Atlantic City, N.J. on March 15, 2012. Get the details here.
• Did you miss Pat's session at the National MBA Conference on the Best Practices in Sales Training and Retention of Top Producers? View the key presentation points (PDF) here.
• With Mortgage Sales Playbook on the Go, our newest product, you can access state-of-the-art sales training on your mobile phone. Contact sales@qfsconsulting.com.
• Pat's latest article, "Walking the Walk: Three Keys to Sales Success in Origination," appears in the May 2011 issue of MBA magazine. View a copy here (PDF)
• J.D. Power ranked three of our clients in the Top 6 in customer satisfaction in 2011. Read More
• Listen to Pat discuss how to improve the sales performance of current Los from this webinar.
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Testimonials
"The assessment has saved us a lot of money by weeding out people who interviewed well but didn't fit the job. We're also not wasting time training individuals who are never going to work out. The test has really been a safety net for us." — Brian Leavitt, Branch Manager, Arbor
More TestimonialsPat's Sales Success Strategies
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