In the September 5, 2013 online issue of LifeHealthPro, Van Mueller has a piece called “Why sales skills matter.” He says in his opening paragraph: “Let me state this emphatically: you cannot become a great insurance and financial professional unless you become a great salesperson first.” I do not disagree. Actually, my version would read: “Let me state this emphatically: you cannot become a great professional unless you become a great salesperson first.” Because I think it is a very broad sense, we are all selling something. Here at CCS, I sell our services, but before I get to that, I am ‘selling’ compliance.
Mueller says, “We achieve success in our business because we use professional sales skills to inspire people to take action. Then we follow through to help our clients achieve the successful results they expect from us.” That is as true for me as it is for Mueller and insurance sales professionals. In compliance our job is to inspire insurance sales professionals to take action.
Mueller also points out that bad news isn’t what inspires action – people deny bad news or the possibility of bad things happening. We certainly find that is true with some of our clients. We can point out the risks and the exposure and it seems the heads only go further into the sand.
But when we as compliance consultants can point to the opportunities created by tightly crafted and well thought out marketing pieces as well as clearly written and understandable policy forms then we may be able to “sell” compliance to the sales folks. If our clients don’t see the opportunities offered by compliance then they will not be inspired to take action. Fear of the “what ifs” won’t do it. That doesn’t mean we don’t point those out – we have to – but at the same time we point out the opportunities compliance offers. And compliance does offer opportunities.
Mueller says, “A great sales person will ask questions in an organized manner. This gives our prospects and clients the information they must consider to achieve financial success, and it helps to put their thoughts in order. Then they will feel confident about their decision.” Again, the same is true for compliance. When we ask our clients questions in an organized manner and we talk about the business goals and the purpose, our clients are able to clearly articulate their needs. Our compliance advice can then be tailored to their needs and the clients feel more confident about their decision to act on that advice.
Not too many people think of compliance as inspiring, but we do. Talk to us for a few minutes about your business and your needs and you may find yourself inspired by compliance, too.