Adviser Secrets How To Become A Top Performer: A Guide to the 13 Most Important Communication Skills Used by Top Performers

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Client Communication - Building Your Foundation

Undeniably, one of the most important skills for top performers to master are communication skills. For this reason, client communication is one of the first elements we discuss in the Adviser Success Model - Prepare section. So, why do most professional training programs and books either ignore or graze over this topic? Many believe that technical and process knowledge is more important to their business. Others see communication skills as something you can easily learn on the job. When talking with top performers, you will find the opposite is true. After business planning, client communication is the skill set that allows them to maximize sales revenue, customer satisfaction and client retention.

Let's review the five client communication skills covered in the Adviser Success Model.

Questioning

To solve a difficult challenge you must ask the right questions. Asking simple yes/no questions is not sufficient to become a top performer. First, you need to understand the questions that you must avoid. Next you need to learn how to ask powerful smart questions for gathering key information. The type of questions you ask, how you ask them and when you ask them will dramatically change how your client perceives you. Smart questions lead to smart answers, which in return leads you to providing the best solution for your client.

Listening

To truly understand, you can't just listen to what people are saying. You must effectively listen. Most professionals effectively listen only 25% of the time. Unfortunately, effective listening is a very difficult skill to master. Top performers spend a goodportion of their time mastering the 11 techniques of an effective listener. By talking less and listening effectively, top performers can solve problems quicker, promote new business discussion, open up the client's mind to new ideas and earn the client's lifelong trust.

Speaking

The key to speaking is quality, not quantity. Most professionals talk too much. Remember that sometimes less is more. Top performers have learned that speaking less is more productive when you master the speaking skills for different situations. They learn how to eliminate objections and resistance before they happen. When involved in public speaking it is important for you to overcome the fear of speaking in front of groups no matter how large or small. It is also important to become a master meeting planner and facilitator. Top performers learn the unique skills needed when talking with different clients, gatekeepers and assistants.

Written Word

In today's world of email, texting and IMing we have forgotten the fine art of great business communication. Top performers focus on quality written communication. They use the most effective words and stories based on the client's profile and personality. They write memos and business documents that make an impact and persuade their clients. Top Performers also find tremendous benefit in the lost art of keeping a business journal and sending out hand written thank you notes.

Promotion

Finally, when you tie together questioning, listening, speaking and the written word you have all the skills to promote yourself to the top. Top performers learn how to tie these skills together into a self promotion tool package that attract clients quickly and earn them top dollar for the products and services they provide.

The following chapters provide you with a step-by-step guide for the Client Communication section of the Adviser Success Model. For more information on the entire success model, please contact Executive Business Advisers at www.executivebusinessadvisers.com or Dennis Sommer. at dennissommer.com.