You are going to ask people feeling-level questions and some of them are
going to respond by saying "I don't know." What "I don't know"
or "I'm not sure" usually means is that your prospective
clients are not clear about what they want on a conscious level. What they
want is in their awareness somewhere. Your job is to help them get at it.
You: "Ron, you have said that retirement planning is your
most important concern at this point. You know retirement planning is
important to a lot of people these days. Why is it important to YOU?"
Ron: "Well, I'm not sure."
You: "Have you thought about what you want to do at
Ron: "Well, not much, really."
You: (With a laugh and a smile) "Well, Ron, do you think you
are going to sit around, drink beer, and watch TV for most of your
Ron: (Now smiling) "Well, that doesn't sound too bad
actually, but I think there are some other things I would want to be able
You: (Sincerely) 'What do you want to be able to do, Ron?"
Something to remember about the way most of us have been trained to think:
We know more about what we don't want than what we do want. But guess what
you have to know in order to know what you don't want? What you do want.
So I simply made something up that I knew would not be what Ron would want
to do all the time during retirement. As it turned out, he said it didn't
sound too bad. Finding out what people really want is always a great
The above is from my book: How to Double Your Sales by Asking a Few
More Questions: Making More Sales by Helping People Get What THEY
Have a productive Spring!
Sales Performance Coach to Financial Advisors