In the last post, I shared groan-inducing questions some advisors ask their clients. Here are a few more lame questions every advisor should avoid asking.
1. “Would you give me a referral?” I might if I knew what type of person or company you wanted an introduction to. Be specific and help your customer understand who would make a good referral. Saying “anyone” is not an effective reply.
2. “What do you know about us?” I know you like this question because when people say they don’t know anything, it gives you the chance to start telling them everything you do. Unfortunately, this only serves to bore them and cause them to count the seconds until the meeting is over. Remember, the sales call and meeting isn’t about you; it’s about your prospect or customer.
3. “If I could show you (insert pathetic expression such as ‘how my product will benefit you’) will you buy?” Can’t you come up with anything better than that?
4. “Are you ready to buy?” Perhaps, if I could figure out how your product or service would benefit me, I might. But considering I just starting thinking about this purchase and you’re the first person I’ve talked to, I highly doubt it.
5. “Who else should I talk to in the company?” You seriously think I’m going to introduce you to my boss or colleague with an approach like that? However, if you help me solve a problem, I’ll be more than willing to introduce you to another department or division.
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Kelley Robertson speaks at conferences, sales meetings and association events. Get a free copy of “100 Ways to Increase Your Sales” and “Sales Blunders That Cost You Money” at http://www.Fearless-Selling.ca. For information on his programs, contact Robertson at 905-633-7750 or [email protected].