I get asked this question a lot.
Sometimes people ask me if I have a list of questions they can use.
The answer is... YES! I have a list of questions. I have
written a whole book on the subject: How to Double Your Sales by
Asking a Few More Questions. Having a list of the questions can be
helpful but it is not a guarantee of success in the interviewing
process as many of you have experienced.
More important than a list of questions to ask your client are
the questions you are asking yourself during the interview. What
you want to know about your client when the interview is over are the
answers to the questions below.
What have they done in relation to the problem you are discussing?
How sophisticated or knowledgeable are they?
What do they like about what they have done?
What would they do differently knowing what they know now?
What would they like to change or do differently?
What does this person care about related to the issue your are
discussing? Why is that important?
What does this person want that they don’t have? Why is that
What is their biggest fear related to the issue you are discussing?
Are they interested in learning about the options available to them?
Show them the options then ask what option is of the most interest?
Why is that option of the most interest?
Is the problem important enough to spend the time and money to solve
EXERCISE: Imagine yourself in a client interview. Imagine all
the questions you would need to ask to get the answers to the above
questions? Remember each interview is going to be a little different
depending on how your client answers your questions. The model above
is generic, try it out on a non-financial issue for practice. Learn
to be a brilliant interviewer. It will show up immediately in your
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Enjoy the Holidays
Sales Performance Coach to Financial Advisors