Are You Losing Sales Because You Are Trying To Solve Your Prospects Problem Too Soon? This sales mistake is costing you big time!
One of the most blatant sales mistakes that I see agents, advisors & planners routinely make today is trying to solve a prospect’s problem before the prospect sees, fully understands and wants to solve their PROBLEM /S! The advisor hears the prospect express a need that can easily be met with their company’s products and services and he/she immediately offers to meet the need.
Yes, I know, it’s very difficult not to respond to what you may feel is 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 tend to see you as just 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, they’ll practically sell themselves!
Present your solutions and benefits later when they have the most emotional impact!
Crush this costly sales mistake…
Take the next step and 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 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!