"Top producers realize that their primary responsibility is to help
clients identify, define and achieve their goals. They actively try
to help clients get what the client wants and needs. "
Steve Drozdeck, The 2% Differential - The Difference That Makes The Difference

However, Consultative Selling goes far beyond asking questions to guide people to self-discovery of their own financial concerns, there's an even deeper reason.  Consultative Selling is being genuinely engaged in asking - and listening beyond a sale motive - to take the conversation, and the relationship, to another place.  You become their partner in solving their problems, because you cared enough to ask questions beyond the obvious.  You cared enough to ask, and did not assume that financial security means the same for everyone.  You cared enough to ask what's r-e-a-l-l-y important to them.  Rather than do what everybody does - push product.  Consultative Selling helps you build rapport and trust, which enables you to close more sales, close larger sales, generate repeat sales and gather referrals.

Consultative selling (Sometimes called 'Values Based Selling') starts with the first 'face to face' meeting.  And, it doesn't matter how or why you got the appointment.  It could be for something as simple as discussing mortgage insurance, Medicare supplements, or final expense policies.  Or, maybe they agreed to meet with you after they've attended one of your seminars.  No matter why they agreed to see you... You must conduct a good, thorough fact-finding interview, if you want to sell 9 out of 10 people you meet with!