For years Selling, Telling, Preaching and Teaching has helped salespeople make a living. And if you want to just “make a living” I guess you can continue to run your meetings that way. However, if you are ready to really become a high earning professional, you need to stop doing all the talking!
The more money somebody has… the less they want you to TELL THEM what they should do… or what they don’t know. They want to be the captain. If you want your ticket size to go up, you must work on your skill of asking questions to let them discover, for themselves, that your recommendations fit their situation. Telling them… makes them resist.
So what are the two things you need to do for instantaneous increase in income?
- Quit telling people and instead ask questions so they tell you the exact point you wanted to make. When they make the point for you… they are comfortable… and they own it.
- Step two – record your meetings. Find out how much talking you are doing, versus the client. If it is not at least ½ and ½, you are going to struggle to get new people, with lots of money, to give you more than a pittance of it.
Any advisor I’ve coached that has done these two things has seen an instant increase of ticket size.