All too often, selling is an all or nothing proposition, leaving the prospective client with a very simple choice to make – implement the solution that has been discussed or walk away. Psychologically, buyers do not want to give up control and, as such, feel compelled to say “no” simply based of the structure of the financial advisor’s or financial planner’s approach.
Next time, develop two solutions that could be employed to solve the prospect’s problem. In the closing call, present the two options, positioning the benefits of each to the prospect. This approach of options-based selling appeals to the prospect’s innate desire for control and enables them to make a choice between two options, each of which is a viable solution to address their needs.
In your next client meetings, be creative and develop multiple solutions to solve client problems and employ an “options-based sales strategy.”image credit