Author's Note: In the next few weeks, my firm will release our new book and training program. It's titled Magnetic Connections. It is the complete guide to consultative selling for financial professionals. The project combines the Psychology of Influence and Persuasion with the world's most effective Consultative-selling techniques. At the heart of this program is the effective use of questions, for questions are the single most important element to build meaningful, profitable business relationships. This article gives you a "sneak preview" of this process. Enjoy! ML

In its recent research project, Raintoday.com questions thousands of people who purchase professional services (including financial). The findings showed clearly that sellers of services are fumbling the ball all over the field. The vital follow-up questions to the finding are, "What if the sellers fixed the problems? Would they be more effective and make more sales? Would the people interviewed buy from them?" The answers to those questions is Yes. So, want to sell more? Want to make more money? Pay close attention to this article and implement the advice here.

"We think that the best way to seem smart is to know all the answers, when in fact the best way to seem smart is to ask the right questions."

- Dorothy Leeds, The 7 Powers of Questions

Why Use Questions?

The simple answer is, the person who asks the questions controls the situation and the outcome.

Questions can open doors you never thought possible. They can get people to listen to you who wouldn't otherwise do so. They can turn a negative situation into a positive one. They keep you in the control, and they're ten times more effective than plain old factual statements. If you're not using questions (beyond the basic fact-finding questions) you're missing out on a huge opportunity to improve your cash flow!