To:
Superannuation Consultant
We’re in superannuation. We have a lot of products, but people are wary of how they invest, and a superannuation consultant can find a lot of explaining of those products is required. It’s not a sales job, but there are a few things in common. I found that matching products to people was a lousy way of approaching the sales part of the consultancy. So I started by asking people what they wanted. It saved me time, I discovered, and saved them from trying to fit their own ideas to our products.
Management got interested when I started generating a lot of sales. They asked for a report on my methods, and I was able to explain pretty clearly what I was doing. In less than a month, they created a new position for me, acting as a senior consultant, advising the other consultants. They didn’t mind, because their own sales went up.
It turned out my boss had become a one-woman lobby group on my behalf. She’d seen my sales figures, of course, knew what I was doing, and as the head of the department, wanted to free up her staff from the old methods, which she considered out of date and limiting. I got this promotion specifically because I’d been able to prove I could deliver better results
