Try Asking, “How Do You Feel About What We Discussed?”

As a financial advisor, it is important to understand the psychology behind sales tactics. One such tactic is to ask a propect or client “How do you feel about what we discussed?” This is a powerful tool in the hands of a skilled advisor as it not only gauges the client’s level of interest, but also sets the stage for the next step in the sales process.

When a client answers with “good,” it indicates that they are satisfied with the information and are ready to proceed. This is a critical moment for the advisor as it is their opportunity to close the sale. By following up with, “Great, the next step is…,” the advisor can move the conversation forward, guiding the client towards a decision that benefits both parties.

This simple yet effective technique works because it is based on the principle of rapport building. By asking the client how they feel, the advisor is showing that they care about the client’s opinion and that they want to make sure that they are comfortable with the information. This helps to build trust between the advisor and the client, which is essential for a successful financial relationship.

Another benefit of this technique is that it allows the advisor to quickly determine if the client is genuinely interested in proceeding. If the client answers with anything other than “good,” the advisor knows that they need to address any concerns or objections before moving forward. This is an opportunity to address any questions or objections the client may have, and to provide additional information that may be helpful.

The “How do you feel about what we discussed?” technique is a valuable tool for financial advisors and helps ensure that the client is comfortable with the information, and that the advisor can successfully close the sale.