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One of the most important, least learned and least practiced sales skills today, is the art of Consultative Selling. It's the ability to conduct a good, thorough fact-finding interview. A good, thorough fact-find is much more than asking some simple questions to identify a few pertinent facts and concerns, so that you can make a quick sale. It's asking the tough emotional questions to guide your prospect to self-discovery of their own financial concerns and problems. It's helping your prospect to get emotionally involved in the entire sales process. It's helping them feel the real pain of their current situation, so they want to do something about it, right now, to alleviate that pain.
"Consultative Selling is the ability to see the customer's problems from the customer's own viewpoint!"
Charles Francis, 1917
Consider people don't always do or buy what they need. Logically, we may know we need to lose weight, quit smoking, save for retirement or pay off our credit cards. But, do we do it? NO! We put it off until we have no other choice, because it's causing us unbearable pain. Only when the pain becomes too great to live with, will we decide to we want to do something about it.
"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.
"Long-term sales success is no longer about communicating the value of a product or service! (Features and Benefits) It's about your ability to provide value added service for your clients!"
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!
"Consultative Selling Is A Non-manipulative process that focuses on clearly defining a client's needs and objectives and securing agreement that they should be addressed. In traditional selling, on the other hand, the emphasis is on the product."
John E. Graziano and Patrick Flanagan...
Explore the Art of Consultative Selling
Summary
Consultative Selling, the ability to conduct a good, thorough fact-finding interview, is what enables the Top Producers to consistently earn $250,000, $500,000 or more each year. It's why they are able to... Sell '9 Out Of 10 Prospects' They Meet With. It's why they close larger sales and get more repeat business. It's why they are able to work with fewer prospects. And, it's why they get more referrals and spend less time and money prospecting!
Is Consultative Selling easy? No! Is it more work? Yes!
Can you learn how to conduct a good, thorough fact-finding interview? Yes!
In every one of our systems, our live training events, our private 'Members Only' site and the one-on-one coaching, we focus a lot of time and effort on helping agents to get better at conducting a good, thorough fact-finding interview. It's why new agents are able to consistently earn $25,000 - $90,000 per month, within a few months. It's the reason why established agents such as Randy Delph and many others are able to generate $200,000 of life premiums within a few months of attending our Boot Camps. It's why 'MDRT' Top of the Table Producers are doubling and tripling their production.
Yours in success,
Lew Nason
Lew Nason, RFC, FMM, LUTC Graduate
The 9 Out Of 10 Guy...
Consultant, Coach… Mentor
P.S. To learn more about our 'Fact Finding' training... Read the following success stories below and visit the following pages, Today!!!
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