Selling: What are some good open-ended questions I could ask a financial client??\?

Question

As a conversation starter, what are some good open-ended questions to ask a financial client. I love the products and services.....but I'm having trouble showing the client that this product and/or service will benefit them (without overwhelming them) I know to talk less and ask questions, but how can i start the conversation....i know the questions i could ask, but not how to start the conversation.Help.

Answer 1

Introduce yourself and then ask the client if they have heard of the product or brand and ask them for just a brief moment to tell them about how the product can benefit them.  Pick out the important and ear catching points that you know will grasp their attention and yours and their bound to listen, to at least give you the opportunity.

Answer 2

I'm not sure if you're staring across a desk at the potential client when you meet him or her, or if you're talking it up with anyone you happen to meet.  Either way, it can be a tense and uncomfortable subject to bring up - - try to break the ice with normal, everyday conversation to put the client at ease.

Maybe you could find a way to bring up the topic in a subtle, non-threatening, day-to-day conversational manner...  

Something like, "my best friend buys lottery tickets every week!  we don't count on those anymore, do you?"

Or maybe, "i just read that 85% of people our age are going to be completely dependent on social security by the time they're 70.  what does THAT say about our generation?!"  (or:  "what do you think about when you hear that?")

Or, "i'm SO glad we saved college tuition money starting when our kids were in grade school!  have you heard how much tuition costs these days for in-state students?"

Without being showy or self-centered about it, you would do well to share a story or two which subtly demonstrate that you practice what you preach.  In other words, if you can work it naturally into the conversation that you and your spouse have built up a nice nest egg, that will speak volumes.  People don't want to invest with someone who can't handle their OWN finances.

I hope that helps!