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Life Health > Annuities

Five questions for advisors to ask themselves

By Daniel Williams

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Okay, we don’t have to like it, but the economy stinks. It may not have hit you personally, but almost everyone is feeling the sting. If you have seen your sales numbers take a hit, instead of blaming the economy, try a little self-analysis.

Adrian Miller of Adrian Miller Sales Training says there are five questions you should be asking yourself:

  1. Are you 100 percent certain you have addressed all of your prospect’s hesitancies and concerns?
  2. Have you made certain the competition hasn’t wormed into the process and caused your prospect to have second thoughts?
  3. Are you 100 percent certain you presented to the correct person who has buying and influencing authority?
  4. Are you aware of any “big” change that might be happening in your prospect’s life such as retirement, illness or changes in job or career?
  5. Are you confident about your selling system so you can see your client through an economic downturn long-term?

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