In the course of serving their prospects and clients, financial advisors recommend many products and services. You might consider several different solutions for a particular need. Too many advisors offer a client several options in the name of helping them make an informed decision. At times these advisors provide a spreadsheet of products along with the accompanying product details and minutia. The advisor wants to “educate” the prospect. In most cases these product and service comparisons result from the fact that the advisor poorly profiled the prospect. If you ask enough questions and work hard to build trust, you will know what the prospect needs, and prospects sense conviction. The prospect doesn’t want education – they want solutions.
Of course there are times when you need to compare and contrast different solutions to help the prospect make a decision. It makes sense to have a secondary recommendation in the bag, but don’t lays multiple options out in front of the prospect. This practice confuses people and confused minds never say yes. Do your job. Be strong in your opinions. Know what the prospect needs, and sell it with conviction.
Good selling!
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