This was the first lesson drilled into me during the initial week of sales training at one of the most established and entrusted insurers in our industry. I’ve learned it’s much better to ask open ended questions, listen, ask permission to take notes, then repeat what you heard back to the client. This demonstrates that beyond listening, you seek to understand where they are coming from. This is step one in establishing yourself as someone worthy of trust. If you are smooth enough, use their name while doing so, and you’ll earn a few extra brownie points. After all, everyone’s favorite subject is themselves, their family, or their business.
Some advisors “wing it” or meet with a client with sales illustration in hand ready to go. However, I propose a different approach. By asking your prospects these 5 key questions during your initial meeting, you’ll find prospects reveal more about themselves when asked a thought-provoking question.
This strategy change can move you from being perceived as “selling a product” towards being viewed as a problem solver, and who wouldn’t want that? Prospects often say things like, “Those are good questions, you’ve really got me thinking...” or “Wow, no one’s asked me this before!”
Ask these questions, schedule your next appointment while you’re there, send a follow up letter, then share what you’ve learned with us. We can help you put together the product solutions and illustrations that work best. Create a great referral plan and your business will sustain itself for years to come.
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