What You Need to Know
Every time a person speaks, they are giving you information. When selling insurance or other products, the more you can learn about a person, the more opportunities you have for uncovering needs you can help address. How do you get people to open up?
When I started building my training and writing my book, “Captivating the Wealthy Investor” one of the HNW individuals I interviewed remarked: “Please teach them it’s conversation, not interrogation.” If you push or probe too much, barriers go up.
Here are five easy strategies when making conversation:
1. Volunteer information to get information.
“Where do you live” seems like a low key question. Here’s how to make is even easier: “My wife and I live in New Hope in Bucks County. Where do you live?”
People give clues. Sometimes they don’t even realize it. Be on the lookout for interesting clothing or jewelry. “That’s an interesting pin. I’ve seen that emblem before. Were you in the military?” Here’s another example. “That an interesting broach you are wearing. Is it a family piece?” Stop talking. There’s likely a story behind the item you noticed.