Close Close
Popular Financial Topics Discover relevant content from across the suite of ALM legal publications From the Industry More content from ThinkAdvisor and select sponsors Investment Advisor Issue Gallery Read digital editions of Investment Advisor Magazine Tax Facts Get clear, current, and reliable answers to pressing tax questions
Luminaries Awards

Life Health > Running Your Business

5 more lame sales questions advisors need to avoid

Your article was successfully shared with the contacts you provided.

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.

Sign up for The Lead and get a new tip in your inbox every day! More tips:

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 For information on his programs, contact Robertson at 905-633-7750 or [email protected].


© 2024 ALM Global, LLC, All Rights Reserved. Request academic re-use from All other uses, submit a request to [email protected]. For more information visit Asset & Logo Licensing.