Find Those Needs

Why is it important to identify our prospect's needs?

• To build rapport

• To be able to make ourselves look knowledgeable

• To be able to prepare the best solution for our prospect

• To close six-figure sales

What does a dream retirement mean to you?

What type of question is this?

• Close ended question

• Open ended question

• Critical thinking question

• Powerful question

What does ACTIVE LISTENING mean?

• Listening while multitasking.

• Listening for filler words.

• Listening for the said as well as the not said.

• Listening for facts only

List down the points when highlighting your value (USP).

• What do you do?

• Who do you help?

• What do you do for your clients?

• What do you prefer in an investor?

There are (a)   steps in The Bridge Technique.

Arrange these AREAS TO PROBE according to the right sequence.

• Concern, Circumstance, Choice, Consequence

• Concern, Choice, Circumstance, Consequence

• Circumstance, Choice, Consequence, Concern

• Circumstance, Concern, Consequence, Choice

What are the steps in summarising needs?

• Make sure that prospect understands what information gathered during the needs analysis

• Repeat information shared by prospect during the need analysis

• Important to ensure that all information are correct

• Ask more questions on prospect's financial goal