Many in the “sale of advice” profession generally believe that selling their knowledge means talking about things like:

  • Product features
  • Technical details
  • Legal requirements
  • After sales service
  • Taxation aspects
  • Compliance aspects
  • Duty of disclosure
  • Fees and commission disclosure

The true fact of the matter is the sales process involves developing excellent fact-finding skills. To be able to do this you will need to become an expert in the art of asking effective questions.

Each prospective client has a different set of circumstances, emotions and outcomes they require understanding and fulfilment on. You as the adviser provide a range of solutions according to the customer’s needs, capacity to pay and ability to comprehend.

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