I read the term “Motivational Interviewing” recently in an executive
book summary of a new book titled: Influencer: The Power to
Change Anything. I love this term. It is what I have been
teaching for decades. I always just called it effective interviewing.
But I like adding the adjective “Motivational” because effective
interviewing is about helping people get what they really what or
helping them find their own motivation for what they really want. Here
is a quote from the summary:
“...don’t try to gain control over them [the potential client] by
wowing them with logic and argument. Instead, talk with them about
what they want. Through a skillful use of open and nondirective
questions, called motivational interviewing, examine what is most
important to the person and what changes in their life might be
required in order for them to live according to their values. When you
listen and they talk, they discover on their own what they must do.”
In other words, create a safe environment for people to open up and
discover what is important. Tell people that your main job is to help
them make educated financial decisions that feel right to them which
includes doing nothing. This is not about you trying to wrestle them
into buying a product so they can relax! This profoundly moves the
relationship toward partnership and away from adversarial.
Ask a lot of questions. Get your potential client to verbalize what is
important and why it is important and they will discover what they are
committed to doing. In essence, your potential client will discover
what they want to buy from answering your questions.
If you have ever asked a lot of questions with the goal of helping
someone determine what they are committed to doing, you have seen
people talk themselves into a sale. It’s a beautiful thing!
For detailed information on “motivational interviewing,” you can order
my bestseller, How to Double Your Sales by Asking a Few More
Questions or any other products and receive $10 off by
entering this promotional code, 358127, at the top of the
shopping cart page just before you complete the sale. If for any
reason the code doesn’t work, make a note in the “comments” section
and we will make the adjustment. Offer expires 1/31/08.
Have a productive January,
(Free Training Preview)
Sales Performance Coach to Financial Advisors