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“NABC’s executive sales
coaching services and their
K4 Sales Training - Know Yourself, specifically the
Psycho-Geometrics® tool played a key role in helping me identify
the characteristics of team members that I was seeking when
forming my group.
This was a great tool
for our entire team to better understand ourselves, and how we
can leverage each member’s natural tendencies to make the group
operate more efficiently. It made outlining each member’s
responsibilities within the team seamless and communicating with
our prospects more efficiently and effectively.”
Stated by the VP of Wealth Management, Group,
Morgan Stanley Smith Barney, Scottsdale, Arizona.
The Challenge
A Wealth Management Group at
Morgan Stanley Smith Barney in Scottsdale, Arizona reached out
to NABC’s executive sales coaching team in search of
something extra to help them sharpen their communication skills
with their current and potential clients.
“So much of the communication
between a
financial advisors and their clients in non-verbal. In some instances, what clients are actually saying
can often conflict with their true needs and intentions.
The Know Yourself training and
Psycho-Geometrics ® tool played a key role in assisting us in
understanding our clients in the marketplace. As well as, NABC’s
coaching helped us gain insights into ourselves. This augmented
our value to our clients. This process solidified
our relationships and also allowed us to enhance our client
experience going forward.”
A financial advisor within a wealth
management group at Morgan Stanley Smith Barney, Scottsdale,
Arizona.
“We’ve always believed that the
cornerstones to any relationship are trust and communication. In
a volatile market environment, ongoing and effective
communication specifically tailored to our clients is vital to
ensure long term success.”
The Solution
The Group’s co-founder, hired
NABC to help him assess how to structure the roles and
responsibilities of each member, while using this same process
to help better understand his current and prospective clients.
During the assessment process it was
determined that two things had to happen:
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The core strengths and weakness of the
partners needed to be assessed and action plans put in place
to optimize their synergies.
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A “value add” had to be implemented to inject a new approach to establishing
trust with existing clients and new prospects.
Dave Neal, NABC’s CEO suggested the Group use the
K4 Sales Success Formula
- Know Yourself - Psycho-Geometrics ® tool in conjunction with team coaching to
attack both problems simultaneously. The goal was to improve
communications internally and build long-term trusting
relationships externally.
This was accomplished through a series of
team sessions using Psycho-Geometrics® online sales training
modules to determine each partner’s communication style and
preferred way of selling. Once management became comfortable with the concepts and
principles of Psycho-Geometrics ® they were taught how to use
the system to enhance communication with their employees,
partners, prospects and existing
clients.
The Benefits
The resulting training helped them establish
the optimum use of their respective expertise with the Group’s
clients. As an example, the senior manager’s strong
analytical skills and attention to detail were complemented by
the junior partner's winning ability
to establish solid relationships quickly. Strategically and
consciously applying these strengths resonated with their
clients and maximized their division of labor.
By using the Psycho-Geometrics ® System early
in their initial contacts with new clients the Group was able to
create a repeatable format that accelerated communication and
built trusting relationship faster. In addition, use of the
system with existing clients rekindled trust and demonstrated
that the Group was really focused on listening effectively to
their client’s changing needs.
The founder and managing partner stated, “We have grown as a team and our
clients are receiving better value because we are all on the
same page!”
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