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