An interesting sales challenge from one of our clients…
I have lost in the finals on 3 consecutive retirement plans —$12 million 401k, $5 million 401k plan, $10 million Defined benefit Plan.
Each CFO/HR VP said essentially the same thing:
They loved my fiduciary notebook. They thought that I could best communicate to their employees about saving for retirement and had adequate knowledge about mutual fund investments but my downfall was that they thought I did not have enough “capacity or team” in place to handle their organization. I must be saying or projecting something in my presentation for each of the 3 organizations to pick up that I have a small team.
How would YOU handle this sales challenge?
YOU Be The Sales Coach and Respond Below!
Business Coach Chuck Bauer’s Video Response:
The Video will be shown here
I would also like to hear others’ cmments as I CAN fall into this if I am not careful.
I happen to have a consortium of professional planners that each bring years of eaxperience and a variety of expertise to handle the many facets and client-specific needs for a small or large conference.
cb video response:
http://www.covideo.com/p.php?s=7c0081edc7