Mark Swain, the author of No Sales, No Sleep is on a mission to help people working in the corporate banking and financial services industry TRANSFORM their sales process.
Earlier this year, Financial Mappers was a guest Fintech at the world’s largest banking conference SIBOS. I felt Financial Mappers was ready to take the next step in our sales process by promoting our financial planning software to the banking industry.
At that conference we launched our LITE version of Financial Mappers. I was on a mission to make financial advice affordable and accessible to all.
My hope was that banks would see value in giving their customers a free financial planning tool that would allow them to engage in managing their money by making a short 5-year plan.
You see 85% of people say then need to make a financial plan, but only 20% have a plan.
My theory is that it is simply too hard to do by themselves and too expensive for the average person to engage an adviser. If the banks could offer a universal product simple enough for customer use, they could allow the other 65% of these people the opportunity to start the financial planning process.
Research shows that so much valuable work-time is wasted when employees have financial problems. If the banks can encourage their customers to engage with their finances, this would help relieve the problem. Giving back to their customers would be an incredible gift to their customers and the community.
Who else is better placed to start the financial literacy journey than the group that manages their money and with whom they should have a trusted long-term relationship?
It was at this conference I found Mark Swain who has spent twenty-five years in strategic financial and banking sales.
What I found remarkable about this book, No Sales, No Sleep was Mark’s ability to simplify the sales process into nine steps which he calls TRANSFORM – one letter for each step of the process. If you are a salesperson can you guess what the nine steps are?
Mark Swain delivers a short, well researched methodology to ensure success when selling to the corporate banking and financial services industry. However, this is not a book for that purpose alone. Mark’s TRANSFORM process can be applied to any sales process. He gives you detailed worksheets where you can plan your sales process and be as successful as him.
As I was reading the book, it occurred to me that many of my readers are actually sales people trying to find clients for their business, not only in the financial services industry. If you are one of these people, I would recommend you read No Sales, No Sleep.
Glenis Phillips SF FIN – Good Financial Reads