This is one of the most blatant sales mistakes that I see advisors make! The advisor hears the prospect express a need that can easily be met with their company’s products and/or services and he/she immediately offers to meet the need.
Yes, I know, it’s very difficult not to immediately respond to a burning need.
However, offering solutions to problems before listening to a prospect’s complete situation will have an adverse effect on any sales call. They’ll see you as a salesperson instead of an advisor.
You must listen to… ALL of the needs the prospect may have! Then and only then should you try to determine the ones he/she is really passionate about solving.
In other words, shut up and ask the who, what, where, when, how and why questions to clarify what they need. The more questions you ask, the more they’ll talk about their problems and concerns. The more you get them to talk about their problems, the more emotionally involved they’ll get. And, they’ll turn that need into a want!
And, then they’ll practically sell themselves!
Present your solutions and benefits only after you have really listen to them, asked more questions, and got them to really think about their situation!
Let me ask you a question…
Would you like to close more sales?
Would you like your prospects to act on your recommendations, without having to hard sell them?
What would it mean to you and your family, if you were able to increase your closing %, increase your commission per household while helping the families you work with to achieve their financial goals?
If you want your circumstances to change, you need to act now. Download our free report now! How To Close ‘9 Out Of 10’™ Sales By Asking The ‘Right’ Questions!
Jeremy Nason, RFC is the co-founder of the famous Insurance Pro Shop™ -“The first affordable, full-service insurance marketing and sales resource center for today’s Financial Pro, and Found Money Management™, a system dedicated to helping Middle-Income Families to ‘Live Debt Free and Truly Wealthy!’ For more articles visit his blog!