Client conversations follow the
Selling Path or the Serving Path
Which path you walk is a choice
Corporate conditioning imprints the “selling path” on us all from day one
Mostly, we accept it as a fact of business life and just get on with it
Unlearning corporate conditioning allows us to help others with our expertise — without pressure, awkwardness or performance anxiety
A Simple Truth:
“It’s not about me!” …
…is the catalyst that frees us from corporate conditioning, the commercial imperative to “achieve” …and our own thinking.
There is much more to this Simple Truth than meets the eye.
Below the surface lie the different ways we (quite naturally) make it all about ourselves - what we think and feel, what we believe about ourselves, how we define our role, the weight of corporate expectations, and much more.
Everyone gets “it’s not about me” in principle.
Putting it into practice is way harder than it sounds.
The Selling Path Foundations
The Serving Path Foundations
The Selling Path focuses on achieving commercial success and helping people is an outcome.
The Serving Path focuses on helping people and commercial success is an outcome.
When client conversations follow The Serving Path:
trust develops (or not) by the clarity of our example
conversations are easy-to-have
commercial success is an expected outcome not a conscious focus
Who is this for?
This is for financial advisers, accountants, and other financial services specialists who:
do not see themselves as salespeople
find the idea of being pushy or “salesy” uncomfortable
want a clear, reliable method and structure for the first meeting with potential clients and review meetings with existing clients
want to help more people with their knowledge and expertise
want to help clients beyond their knowledge and expertise
What Clients Say
Noel’s exceptional capabilities have helped me redesign our initial meeting with potential clients and review meetings with existing clients. After 20 years of evolving my meeting and presentation content, the process Noel took me through was different to anything I had done before, and I am extremely pleased with the result. Noel’s contribution to my business has been most valuable.
Mark Lewin, Director
“Noel changed the game of “sales” for me. He taught me a better way to approach client conversations through better questions, deeper listening and clearer language. Once you truly get it, increased success and personal satisfaction follow.
Matt Congiusta | Principal - Private Wealth Adviser | Financial Keys
