Techniques to get more information to win the sale

So the collected posts from PCE have at their core one objective and that is to have professional advisers in financial services engage more people with better skills and in doing so deliver solutions to more clients.

Those solutions take the form of insurance that provides peace of mind and money to families when it is needed most. Those solutions revolve around maximising the possibility that people live well and look after their families.

The key and the lessons of all of our posts is that in order to do this you need to gather more and better information about your prospects, your referral sources and your existing clients.

We at PCE have talked about and demonstrated how revisiting or discovering the theories of Maslow, Jung, Rogers, Nohria, Dilts, and building the learnings into your business in processes and engagement techniques can take you and your clients on the journey towards meeting the objective of positive client engagement and all the success and rewards that come with that.

How do you build it?

We have described in a lot of our posts methods of implementing techniques into your business and we have received feedback of how well it has worked for many businesses.

But to be truthful, these have just been snippets, ideas and conversations like proverbial paper napkin diagrams over coffee or better still a red or two.

The next step for PCE is packaging this for you. Making available the questions, the pro forma questionnaires that can take your business to another level and of course packaging all of the techniques into one cohesive flowing document.

That's exciting for PCE and we hope for you.

Till then as a teaser, how do you engage someone on their values and beliefs?

It's about great questions, centred around what Lawrence and Nohria’s theory focusses on that explains what humans want, as well as why they want those things.

We know from this that people love to:

Acquire

Bond

Learn

Defend

What questions can you design to find out what people want in these 4 areas and why?



2. If you want to succeed in business, it pays to understand what people want. Markets form around core human drives.