Closing Sales Questions That Matter - Managing Client Sales Psychology

It's time now to take your closing skills to the next level.

You can only use the techniques we'll talk about today in engaging your clients in the sales process to provide fantastic client outcomes if you have successfully and expertly identified:

- the areas of the clients financial and insurance solution that are lacking, and these have been clearly identified to the client and importantly to the referral source that ideally these clients have come from due to the success of the use of the wealth management index questions (as dicussed in our early posts)

AND

- you have engaged the client on a psycho-emotional level and discovered invaluable information about how they feel about specific areas of their lives, how they rate those aspects now and what they would like to see in the future around those specific areas

AND

- you have explored what success looks, feels, sounds like to the client and what are the regrets the client would have should time escape them and they do not fulfil their dreams

By doing this you would have positively engaged your clients in a manner and depth that few sales professionals in financial services do.

You would have clearly differentiated yourself from competitors and you would have developed an incredible level of rapport as a consequence of taking the time to understand your clients values and showing respect towards those values.

THIS DOES NOT MEAN THAT YOUR PROSPECT / CLIENT WILL BUY FROM YOU.

You now need to make a great attempt at pre-closing.

After you have followed all the above you have earned the right to ask questions about the clients final decision making process.

The range of questions you need to ask will cover:

- the types of financial and insurance decisions they have made in the past
- how and from whom that advice was delivered
- the experience the recollect in the delivery of that advice - their perception
- what stage they are at in the buying process
- what stops them making decisions
- who do they involve in the buying process decision - which voices do they listen to including the ones in their head
- what they expect from you


All of this combined with what you have learnt, from using the techniques we've discussed previously, about how they process information, will enable you to make the pitch of your life and win the deal.

And if you don't view every client presentation of the solution that you have invested so much time, education, professionalism and emotion is as the pitch of your life......the client/prospective client will know that.

After all what you do on a daily basis is make the lives of your clients better ....that's worth getting passionate about.

Follow Positive Client Engagement over the next few months and we'll show you how to deliver the best pitches possible.

Till next time