Are you providing solutions or selling products and services?
There is a big difference in the customers eyes, isn’t there?
When you provide solutions you have a through understanding of your future client’s wishes, wants and needs. If you are selling products it is based mainly on price and what you are promoting in this time period. If you are selling products you are more than likely going to be experiencing the potential client’s doubts about your offering especially about price.
So what can you do?
- You need to get to know your future client on a more intimate level. What are their special interests? Are they married? What are their inner values?
- You need to understand their problems on a deeper emotional level. So you need to ask significant questions.
- You need to be firm in offering a solution, but you never need to be pushy. You don’t need to be pushy because if you understand their wishes, wants and needs you can explain to the future client how what you are offering meets those needs.
When can you start today to become an advisor not a pusher of products or services?
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