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Blog - January 2013

Good Questions for Selling RSPs

Submitted by kneufeld on Fri, 01/18/2013 - 14:31

It's RSP season again and for some reason, this is when sales people start to get lazy. They know they should be getting a client to acknowledge a problem first before they present a solution (i.e. a product) but for some reason, when it comes to selling RSP's at this time of year they resort back to a money grab by just asking if they have contributed yet. Oh, I know that is not their intention, but by just asking someone if they have contributed yet, that's essentially what they are doing.

What's the Problem?

Submitted by kneufeld on Fri, 01/18/2013 - 14:27

There is a simple rule we advocate to help people avoid coming across as being pushy sales people: Don't present a solution (product) to a problem (need) that is not been acknowledged by the client. Generally speaking most people dislike having someone try to sell them a product that they don't need. By asking good questions you can get a client to acknowledge that they have a need which clears the path for you to comfortably present a solution.

Problem questions