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 them. I have all of my clients learn to conduct an initial “Consultative Interview” that allows prospects to come to their own conclusion about why they need to hire them. In this regard, the coaching is about learning to ask questions first and then “STFU.” (This simple acronym always seems to stay with them …)
Do you have a Consultative Interview to use with your prospects?