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 ...

To continue reading this article...

Join COVER for free

  • Unlimited access to real-time news, key trend analysis and industry insights.
  • Stay on top of the latest developments around health and wellbeing, diversity and inclusion and the cost of living crisis.
  • Receive breaking news stories straight to your inbox in the daily newsletter.
  • Members only access to monthly programme 'The COVER Review'
  • Be the first to hear about our CPD accredited events and awards programmes.

Join now

 

Already a Cover member?

Login

More on Adviser / Broking

Rosemount adds MetLife UK to panel

Rosemount adds MetLife UK to panel

Members to access MetLife's protection products

Jaskeet Briah
clock 16 April 2025 • 2 min read
Reassured invests in behavioural science

Reassured invests in behavioural science

Project with Unconventional Wisdom

Cameron Roberts
clock 15 April 2025 • 1 min read
Rosemount launches adviser portal

Rosemount launches adviser portal

Centralised educational hub

Jaskeet Briah
clock 11 April 2025 • 2 min read