Expert in the Sale versus Traditional Salesperson

Amar Pandit , CFA , CFP

Amar Pandit

A respected entrepreneur with 25+ years of Experience, Amar Pandit is the Founder of several companies that are making a Happy difference in the lives of people. He is currently the Founder of Happyness Factory, a world-class online investment & goal-based financial planning platform through which he aims to help every Indian family save and invest wisely. He is very passionate about spreading financial literacy and is the author of 4 bestselling books (+ 2 more to release in 2020), 8 Sketch Books, Board Game and 700 + columns.

In the world of sales, there is a distinct difference between an expert in the sale and a traditional salesperson. Understanding this difference is crucial for building lasting client relationships and achieving sustainable business growth.

Take your time and read this nano a few times if necessary because this is such an important concept.

An expert in the sale approaches potential clients with a mindset focused on value and education. This professional doesn’t aim to convince prospects to become clients but rather to guide them through a process of discovery and understanding. The expert’s primary goal is to identify the prospect’s needs, challenges, and goals, and then provide insights and services tailored to those specific circumstances. By positioning themselves as a trusted professional, the expert fosters a sense of collaboration and partnership. This professional engages in meaningful conversations, asks insightful questions, and listens actively to the prospect’s concerns. This approach builds trust and credibility, as the prospect feels heard and understood, rather than being sold to.

In contrast, a traditional salesperson often adopts a more transactional approach. The focus is on convincing the prospect to make a purchase, emphasizing the features and benefits of the product or service in consideration. This approach can sometimes come across as pushy or self-serving, as the salesperson is primarily driven by the desire to close the deal and meet sales targets. The traditional salesperson may employ various persuasive techniques, such as emphasizing scarcity or urgency, to create a sense of pressure. While this approach can sometimes yield quick results, it often lacks the depth and personalization that clients seek in today’s market.

The key distinction lies in the intention and methodology. The expert in the sale prioritizes the prospect’s needs and long-term success, fostering a relationship built on trust and mutual respect. This professional recognizes that a satisfied and well-informed client is more likely to remain loyal and provide referrals, contributing to your reputation and business growth. On the other hand, the traditional salesperson focuses on immediate outcomes, which can lead to short-term gains but may not build lasting relationships.

In today’s competitive landscape, clients are increasingly looking for real financial professionals who act as (thinking) partners in their success. By adopting the approach of an expert in the sale, you can differentiate themselves, build stronger client relationships, and achieve long-term success.

The question then is – Who are you and what approach are you taking in your sales process?