Shifts in selling advisory services

Mike Boyle, Mindshop's resident sales scientist from Sales Shift Australia joins James Mason, Mindshop's Managing Director to talk all things sales for advisors. With a long career in direct sales, sales management and consulting, Mike helps clients boost their sales performance through training, coaching and leadership strategy development. Discussing what selling advisory actually means in the current environment and how the market has changed over recent years, Mike touches on the critical shift advisors need to make from 'being right', with a focus on technical capabilities to being a facilitator with the attributes needed to problem solve for clients, all summed up in the mantra 'fall in love with customers' problems not your solutions'. Mike talks about the power of asking questions to connect the dots based on data and insights and the continuing importance of building the fundamentals - sales processes, strong referrals and demonstrating proof of capability whilst being authentic to yourself.