From Technical Skills to Sales Skills - Learning to Sell When You’re Not a Born Seller with Nick Strain
Mark McGraw talks with Nickolas “Nick” Strain, Senior Wealth Advisor at Halbert Hargrove. Press play to learn how Nick “fell” into sales and how the Sandler Selling System has helped him close more deals. To find our handout for this episode,...
Mark McGraw talks with Nickolas “Nick” Strain, Senior Wealth Advisor at Halbert Hargrove.
Press play to learn how Nick “fell” into sales and how the Sandler Selling System has helped him close more deals.
To find our handout for this episode, click here.
You’ll hear about the two Sandler Rules Nick is a fan of, and what you need to do to achieve sales success.
Whether you have been in sales for a couple of months or for several years, you’ll walk away with some principles that will improve your sales process, and any type of exchange: with prospects, with team members, and even in your personal life!
- Nick Strain doesn’t see himself as a born salesperson, but rather as someone who “fell” into selling.
- At the beginning of his journey at Halbert Hargrove Nick’s focus was on being a good financial advisor and wealth planner.
- Mark McGraw talks about how pretty much everybody has to go through a belief curve where their capabilities are greater than their beliefs.
- Nick and Mark discuss the key role processes have, especially when it comes to meetings and sales conversations.
- Nick has two Sandler rules he’s really fond of: “Don’t believe everything you think” and “You don’t have to like it, you just have to do it.”
- As Nick puts it: “To be successful, we just have to do little things that might not be the most fun and enjoyable, but are impactful and important for us to do.”
- When it comes to sales, Nick focuses on understanding how he can be helpful and add value to prospects and clients.
- Nick opens up on how the sales process at Halbert Hargrove has evolved and now relies on two steps.
- Sometimes, people with a technical background end up getting in their own way when having a call with a prospect.
- Nick takes back the curtain and talks about the different components of his sales process – including what he does to hold himself accountable.
- You don’t ever really complete a course… It's about practicing the art of selling.
Mentioned in This Episode:
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