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Industry Spotlight > Broker Dealers

6 Proactive Sales Ideas

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There is a difference between being proactive and being reactive. Most of us are spectacular at being reactive. When a client calls with an issue, we jump on it with both feet. But we’re not so hot at taking the initiative. Do you do enough to bring your clients new ideas, to continually push them forward?

Want to be a high-value creator? Here are six ideas you can use to be more proactive, to take initiative and to become your clients’ strategic advantage.

  1. What is the one thing that would produce the biggest improvement for your clients were they to take action on it now? Present the plan and gain the commitment to explore this big idea together with the goal of eventually gaining their commitment to move it forward.
  2. Where are you and your clients headed over the next three, six, 12 and 24 months? What does the future look like? How do you get there? Write the plan and show your clients their personal, customized roadmap so you can begin to move toward that future together.
  3. What ideas have you seen from outside one of your client’s industries that could be adopted by another client in a separate industry to produce greater results? Schedule an appointment to share those ideas with your clients, explaining how you think the idea from another industry may benefit them. Make sure to include the ways that you create value in other industries as part of your sharing.
  4. What is the one idea that your client has continually rejected that could be reframed to make it easier to agree to and adopt? How can you reframe that idea? Sit down with a smart group of people and think through the ways you can implement that idea. Find a way to help your clients overcome their internal constraints and resistance.
  5. Write and present a completely unsolicited proposal. What completely unsolicited idea could you present? What can you show your clients that they aren’t expecting? Make sure it’s something that will create value for them, then go and present it.
  6. Identify a threat your clients’ goals and share ideas about eliminating that threat or mitigating the risk. What threatens your clients’ goals? Are there legislative changes, societal changes, technological changes or changes to their industries that you can help them get in front of? What can you do to help them deal with these threats and risks now and protect them from future harm?

Try these fresh takes on client service to urge your clients (and your business) to the next level.

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Anthony Iannarino is the managing director of B2B Sales Coach & Consultancy, a boutique sales coaching and consulting company, and an adjunct faculty member at Capital University’s School of Management and Leadership. For more information, so go


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