People have 2 ears and 1 mouth for a reason! I have learned that is soooo soooo important to actually take the time and listen to what to your clients/prospects want. If you do not know what they want or are looking for, how can you fill their need? Learn to ask questions! I like to use FORM. What does this stand for FAMILY? OCCUPATION? RECREATION? MONEY?

When you ask those questions, people will respond with current information. For some reason people love to complain… they might complain about their occupation, their health, their financial situation. Help them! When you listen you will be able to refer them a person/service/product which could be mutually beneficial to you both.

People do business with people that they know, like, and trust. You must establish and build a relationship first. Once a relationship is built, it is much easier to make the sale. Make it about them and everything will come to ten fold.

Refrain from “selling” what you have to offer. People mostly want to hear by nature what will benefit them. Identify their benefit and offer it to them. The right questions will give you the right answers.