Monthly Archives: February 2015

Telling is not Selling — Ask questions, then STFU

You’ve most likely heard the line “telling is not selling.” Yet how many times have you started by asking questions of a prospect only to veer off into a lengthy educational discourse on your offering? It’s a tough habit to break if that’s what you’ve been doing over the years. Yet with proper coaching and…
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A Consultative Interview Process

Elements of a good Consultative Interview with a new prospect include: •  A list of carefully scripted questions, done before a meeting.  Preparation is a key to success in moving a sale forward. •  An agenda for the meeting.  Prospects are looking to you to let them know what to expect during your time together.…
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Socrates on Sales …

The essence of our ability to influence others is Socratic in nature. The Socratic method is a form of inquiry and discussion between individuals, based on asking and answering questions to stimulate critical thinking and illuminate ideas. For Financial Advisors, it’s the skill of using questions to allow people to realize how you can help…
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The Cost of Turning Pro in Sales

How many people actually consider sales as a profession? For comparison sake, let’s turn to other professions for a moment: What does it cost to become a doctor or an attorney? Besides the enormous tuition they pay, how much do these aspiring M.D.’s and lawyers read, study, get tested, get trained, do internships, etc.? By…
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