SMA Advisor 2.0

Are you a 21st Century salesperson?

By Kelly Robertson, Fearless Selling

Business has become more complicated, which means selling is also more challenging and complicated. So, what do you need to do?

Here are four quick suggestions:

1. Read more business and industry magazines. Look for new trends and changes that may affect your industry, prospects and customers.
2. Ask prospects more questions about their individual and corporate challenges.
3. Use social media to learn what top players in your industry are saying and predicting.
4. Attend conferences to gain insights from key business leaders.

To read entire post, go to 
www.lifehealthpro.com/2011/12/05/are-you-a-21st-century-salesperson

The 50+ Market

Smart tips for spotting retirement scams

Some "experts" tout retirement plans that can't deliver on their promises. How can seniors avoid being duped (and trusted advisors avoid duping them)? For seniors, be careful if someone makes you any of these promises (and for advisors, don't make them unless you know you can deliver):

• You can make as much money in retirement as you can by continuing to work.

• You can expect returns of 12 percent or more.

• You can withdraw 7 percent or more and never run out of money

Source: FINRA. To read entire post, go to
www.lifehealthpro.com/2011/11/29/early-retirement-seminars-101-smart-tips-for-spott

Age… the key to financial protection? Older adults—those 60 and up—are much more likely than adults ages 30 to 59 to feel that their family is financially protected (63% vs. 39%).

Source: New York Life. To read entire post, go to
www.lifehealthpro.com/2011/11/30/ny-life-study-1-in-5-americans-feel-financially-un

The 50+ Market

Are you committing business suicide?

Colin Milner, CEO of the International Council on Active Aging (ICAA), says it's business suicide to favor the 35-and-under market and neglect the 50+ market. "The 50+ consumer is virtually invisible to marketers," says Milner. "And, when marketers do focus on this group, 75 percent of them get a failing grade. Older consumers say that marketing targeted to them is patronizing and stereotypical. Simply put, it fails to reflect their stage of life."

To read entire post, go to
www.lifehealthpro.com/2011/11/30/are-you-committing-business-suicide

The 50+ Market

Talk about health care reform

Deborah Stewart, vice president of strategic planning at KBM Group Health Services, has heard a lot of misguided opinions over the past year-and-half about Medicare, many stemming from consumers who are aging into the program and trying to grasp the implications of health care reform all at once. "The real impact of health care reform on Medicare is still to be seen," she says. "The five-star ratings and more of a reimbursement model based on customer satisfaction is absolutely a positive, but on the other side, we still don't know whether coverage will be there at the level consumers are expecting." No one knows exactly what to expect, but staying informed on the latest reform developments and sharing these with your clients is deeply valuable to consumers.

To read entire post, go to 
www.lifehealthpro.com/2011/11/30/twitter-tells-all-what-seniors-really-think-about

The 50+ Market

Avoid jargon speak

The ALZ Platinum 1700 is an outstanding product. It is equipped with the Xenol Power Booster and Sky-Top Infrared scanning system. Plus, our patented XLT cooling system has also been integrated into the existing refractory circulator.

Huh? Did you understand this? Neither did I. It's not uncommon for sales people to use industry jargon or techno-babble during a sales conversation. However, the best salespeople discuss their products and services in terms that each customer will understand. Although this sounds easy, many sales people find it difficult to execute.

During a recent sales training workshop, a participant stated that his customers needed to hear the name of each feature of his product. When asked why, he replied, "So they know why my products are better than my competitors.' "

Reciting the names of your products or its features does not communicate to your customers why they are different or better than your competitors'. Explaining how they impact or affect your customer in easily accessible terms does.

Make it easy for your prospect to understand the value of your solution and avoid speaking in tongues.

Source: Kelley Robertson, www.Fearless-Selling.ca

To read entire post, go to
www.lifehealthpro.com/2011/12/01/the-perils-of-speaking-in-jargon