The Advisor Solutions Podcast EP 17- How to Master Questions Based Selling
Which is easier to do as an advisor/agent, ask a question or make a statement?
If you said make a statement, you are right! Making a statement is easier because you are expressing what you believe to be the solution(s). And, therein lies the problem.
When you are making statements, you may be coming off as trying to “sell” to people. Most people don’t want to be sold to, rather they want to choose to buy! The way to get people to understand why they should buy is by asking them the right types of questions, so they come to their own conclusions.
Most advisors and agents don’t have a process of how to ask the right types of questions. They are too busy telling people what they know. However, what if you knew how to ask the right types of questions to uncover their situations, problems, the implication of not fixing the problems and the value of your solutions. Would you take your business to the next level? The answer is "yes".
In this episode, you will learn several ways ask better questions that will create better connections.