Improve your sales results with a quick “Kerbside Review”
Advice Processes & Quick Tips Videos & Sales & Marketing for Professional Services & Sales Tips

Improve your sales results with a quick "Kerbside Review"

July 25, 2018

by Tony Vidler  CFP logo   CLU logo  ChFC logo

One of the most effective ways to improve sales results is to spend 2 minutes on a reflective process after each client meeting – whether it was a good or bad one.

 

It is the “kerbside review” (hat tip to the USA with the spelling, but this concept did originate in America I believe!)

 

If we apply some analytical process to the kerbside review concept it becomes an extremely effective way of incrementally improving skills and performance.  Applying a structured and  objective approach to the self analysis, and with a focus on personal improvement in  how effectively you are engaging with prospects and clients, will result in increasing your own awareness of where and how you are effective – or not so much.  Therefore you can adjust your approach or technique swiftly in subsequent meetings.

 

As with most things, if you want good outcomes consistently then you should use a consistent process which focuses upon the primary objective: lifting skills through the application of real world experiences.  The 3 R’s process that I recommend for conducting an effective and snappy self assessment that is focussed on helping yourself to improve each engagement are:

  1. What was the RESULT?
  2. What is the REASON for the result?
  3. What is my RESPONSE to that?

 

In the quick video below we discuss the 3 R’s process that I recommend accompanying the Kerbside Review and explain how to think about using them and conducting useful self assessment.

 

watch the video to learn more…

 

You might also be interested in this related article:
Why Professionals Struggle To Get Referrals Consistently
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