Episode 59

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Published on:

13th Oct 2022

Winning Virtually at Sales with Nitya Kirat

No matter what business you are in and what your goals are, becoming better at sales is essential to achieve what you are aiming for. I know it might not be your favorite topic, but I’m excited for you to hear from the expert I brought on to learn how to be better at selling virtually, which is the most common method of sales in today’s world.

Nitya Kirat has built, delivered, and coached sales and sales leadership development programs at companies including PIMCO, BlackRock, Allianz Global Investors, MetLife, Google, Causeway Capital, and Transamerica.

 

Nitya has worked in sales and consulting roles for the past 18 years. He was an award-winning salesperson at Schering-Plough and UBS prior to starting YOSD. Nitya’s sales strategies have also been influenced by his global perspectives, having lived and worked in several parts of the world including Singapore, India, Tanzania, and Belgium.


Highlights:

3:22 - Some people have the fortune of knowing exactly what they want to be at five years old. Others have the fortune of having to go through a journey to figure it out.

12:02 - There is no such thing as too much rapport. Let the relationship take its course. Intimacy in relationships is a part of trust. 

19:49 - There’s nature vs. nurture to sales. There are definitely people who are built for making calls and getting rejected and being excited about the next call. If you’re the leader of a company, those are the types of people you want to vet in your interview process. Then there’s nurture: things like goal setting, time management, and call blocking.

27:57 - Identify three questions to ask a potential customer that will help build rapport before a sale.


Connect with Kristin

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Connect with Nitya 

LinkedIn

Website


Links Mentioned

  1. How to Improve Your Sales Skills, Even If You're Not a Salesperson
  2. Sales Improvement | YOSD CONSULTING | United States


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About the Podcast

Elite Achievement
A leadership and execution podcast for financial advisors and firm leaders
Elite Achievement with Kristin Burke

You’re a financial advisor. Your calendar is booked with back-to-back client meetings. You have a vision to grow your firm. You’re not sure if you have the right team in place. You’re holding on to work you know you should be delegating. You want to spend more time doing complex planning and working with your best clients, but you’re still trying to deliver for every client in your book.

At the end of the day, you’re still the one driving the revenue.

Or…

You’re leading a team of financial advisors or a firm. You’re responsible for growth, but don’t produce the results yourself. They come through the people you recruit, develop, and retain. And many of them aren’t traditional employees, which means you’re leading as much through influence as you are through expectations and accountability.

Your calendar is full, but your time doesn’t always feel well spent. You start the day with a plan, and it quickly shifts as people come to you with questions, challenges, and decisions that need your input.

You’re constantly balancing competing priorities. Attracting and bringing in new talent. Launching and developing new financial advisors. Supporting career advisors as they continue to grow. Having difficult conversations when someone isn’t performing. Protecting the culture and keeping everyone aligned to the vision.

At the end of the day, you’re still accountable for the results.

Different roles. Same challenges.

How do you create clarity around your vision and get others aligned to it?

How do you focus on the right priorities when everything feels important?

How do you develop people and hold a high standard of performance?

How do you lead effectively while still driving results?

This is the work of Elite Achievement.

A leadership and execution podcast for financial advisors and firm leaders who are building and scaling a firm and being challenged to lead at a higher level as success becomes less about your individual effort and more about how you lead.

Kristin Burke brings over 20 years of industry experience and works closely with financial advisors and firm leaders as they build firms, develop people, and navigate the challenges that come with growth.

Elite Achievement is about setting a bold vision, executing consistently, and becoming the kind of leader capable of building a legacy.