The S Word

Are advisers salespeople?

Cameron Roberts
clock • 5 min read

Cameron Roberts, editor, COVER, explores how sales has a part to play in the advice process and why advisers avoid using the word.

In my, admittedly short, tenure here at COVER, I've had cause to speak to numerous advisers on how they interact with customers and promote protection products. In these conversations, I noticed many people have avoided using the word ‘sales', with some going as far as to desperately correct themselves after having dared to use the word. The conflict has some basis in reality, while advisers have to make commission on convincing someone to buy a product, Consumer Duty restrictions mean that the customer should only be purchasing protection that they need. To find out more, I speak to ...

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