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Outcome Centered Selling
Wholesaler Challenge
Sales People Challenge
Positioning
The Training
What About Bob?


"The goal of coaching
is the goal of good
management: to
make the most of an
organization's valuable resources."
--Harvard Business Review

Outcome Centered
Selling

For Banks

For Mutual Funds

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"I decided to practice your Outcome Centered Selling techniques (Capture and Lead the Imagination) on some of my "dead leads," within the first week I had resurrected a lead that led to a $1,000,000 sale.  This stuff is unbelievable!"           
-Tony Bahu
First Liberty

"Unbelievably Invaluable tool", "Pays for itself", "You need to buy this book" 
-Jon L Bowles 
Citibank

Incredible information.  I'm overwhelmed with the positive response that my bankers have shown with your information.  I feel as if my relationship with my bankers have gone to the next level and they find me to be a much more valuable resource. 
-Angie Smith
SunTrust Securities

"Bob Cobb is an extraordinary coach. I have benefitted greatly from his dead on advice. His breadth of knowledge of sales and marketing amazes me. Everything that I have ever done with him has given me atleast a 10 to 1 return on my investment.  

-Todd B
Savannah Ga.

I've worked with Bob Cobb for five years. I have never met anyone with a more positive approach to business or life. Bob has never had a bad day in either. He has an infectious positive energy that has to be experienced to be believed. It is motivational just standing next to the guy.  
-Tom Alexander
Pres. Alexander Trading

"We have had six coaches and consultants speak to us this year (2004) and
your presentation is by far the most on the mark--with actionable ideas--
that we have seen."
Bob Garlow
SVP SunTrust Securities

"I love Bob's coaching and teaching style, it's all about implementing ideas and putting pen to paper instead of the typical coaching experience of just talking about great ideas!  Working with him has given me a powerful way to position myself with my centers of influence and partners...the impact has been HUGE!"

Jonathan Owenby -
SunTrust Securities
Positioning PDF Print E-mail

Positioning Yourself in the Mind of the Client

 

 

Advisors today need us more than ever. There is a world of difference between information and actionable ideas and a bigger gap still between ideas and revenue.
-- Robert Cobb

 

 

Advisors do depend on wholesalers. They depend on us for ideas, information and a vision of the future. They depend on us to make sense of the reams and reams of information and understand how it to their situation and their client base. They depend on us to help clearly define where they want to go and the best way to get there.

In OCS training, we work together with the sales team to:

  • Clearly identify Global outcomes and create an ideal client profile
  • Develop Piquing Strategies© to capture and lead the prospect's imagination
  • Bond with the clients on their outcomes not our solutions
  • Master verbal aikido© to strategically deepen the conversation
  • Elicit the client's emotional motivation to increase their sense of urgency
  • Position the sales interview so that it is the beginning of the process (relationship) and not the end of the event (a transaction)
  • Develop marketing campaigns to climb the Prospecting Ladder of Probability©
  • Position the Financial Advisor and the members of his team as an indispensable resource and partner in the only place that it really matters...the mind of the client.
     
 

Ultimate Financial Advisor

Bob Cobb
Head Coach
Certified Trainer
11409 Parkside Place
Bradenton, Fl 34202
941.753.6560
941.753.6561 fax


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