How to ask questions that lock in sales

04/24/2014 | (U.S.)

In the sales process, the questions you pose are critical. "While there are infinite questions to ask, the way in which you frame your inquiries is just as important," write Stephen Boswell and Kevin Nichols, both of The Oechsli Institute. They advise financial professionals to ask "impact questions," which focus prospects on the direct consequences of moving ahead with a specific solution or not.

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