Qualifying Questions Flashcards
Confirms how important it is for them to make a change and take action. More important for prospect
May not need to ask to many if you’ve picked up they are very serious at this point
Don’t go too heavy in these questions or they’ll get turned off. If they’ve already qualified themselves don’t need to ask qualifying questions
When to ask
Can ask these questions at beginning of engagement stage as well (ie: have enough money to invest, and are interested in changing)
Can ask these questions in middle of conversation
-Why is that so important to you now though?
-Is this important for you to change your situation
-How do you see this being beneficial to you and your family?
-What are some ways this could help you in your opinion?
-How important is this for you?
-how important is it for you to change your situation and start xxxx?
End of conversation
-If there was a way you could get what you were looking for without the “what they don’t want” would that be of interest to you?
Examples (pace questions, pause during question to let them digest the question)
Is this what you were possibly looking for?
Are you good with this ?
Would you agree with this ?
Does this possibly work for you ?
Would this help you ?
Why do you feel like it would though ?
If there was a policy that would give you the extra protection you talked about, would you possibly switch from the company you’re with?
Steph, let me ask you, it sounds like you might be frustrated with the advisor that handles your investments. So if could work with someone that could get you a higher rate of return with lower risk, how important to you would that be?
