Tell Your Client Why They Don’t Need You

No, I’m not crazy. (Well, not because of that headline, anyway). It’s actually a serious admonition. Here’s why, and how.

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I suspect you want your clients to trust you. And I’m sure you tell them the truth about why they should buy from you.

We all would like to think that’s enough for them to trust you, but of course it’s not. Oddly, what’s missing is some context that contrasts the positive reasons to buy from you with some objective truths about why they might not need you.

Consider these two sentences:

1. If you’re serious about wealth management, then you should consider whole life insurance as part of your portfolio.

2. If you distinctly need insurance coverage in addition to an investment product, then you should consider whole life insurance as part of your portfolio.

The first sentence is a form of manipulative selling – like the assumptive close (“OK, shall we start on Monday or on Wednesday?”), or inducing a series of ‘yes’ answers (“Now, I assume you want your children to be taken care of, right?”). The way it’s written, you can’t disagree without being disagreeable.

Most people get annoyed when asked a question to which there’s only one reasonable answer. And most of us consider being asked that question a reason not to buy from the asker. So – don’t do that.

Instead, ask a question that allows reasonable people to consider reasonable multiple possibilities – including saying no to some of them.

Ask Questions that Allow Buyers to Self-Select

The second sentence does that. It provides information by distinguishing between people who might find value in the product and those who might not. Phrased that way, it not only educates the customer, it allows the customer to make a decision to opt-in or opt-out. Another way to put that: it posits a real-world choice, for real people in the real world who must make choices.

Most salespeople get nervous about questions that allow clients to opt out. Not, however, salespeople who understand the power of trust.

By giving a customer knowledge that permits opting out, a salesperson is putting herself at risk. But without risk in the first place, there can be no genuine trust – only control and the illusion of choice.

The reason trust works in sales is because human beings reciprocate when they are trusted. They appreciate being treated as adults, they appreciate not being manipulated and they appreciate being given choices that help them make intelligent decisions.

And they show their appreciation by buying, disproportionately, from those who treat them that way.

Let your clients know why they might not need you. Trust them to make the right choice. Amazingly, they do so more often than not.