Motives undress in the questions I ask.
You can always distinguish those in the people business from those in the products business, those in service from those in sales by the speed at which they start asking questions that will lead them to discuss the product at hand. There’s a reason they are called “leading questions” and the intuitive antennae is quick to notice both the pace and the sincerity level of those that are asking such questions.
Take a look at the questions you are using in your discovery processes and notate what the questions are leading toward:
- Getting to know the person
- Leading toward a process
- Steering toward a strategy or product
Process is important as are appropriate strategies and products but people are first and foremost. Make sure your question path is indicating as such.
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