If you're reading this, you could be the kind of person who can increase your success at a much higher level, and with greater self-satisfaction. What does that mean? Simply that readers are learners. Learners are usually more laid-back people – at least in the financial services industry. And, learners possess a natural curiosity. It's that natural curiosity that opens the world of consultative selling to you. And, if this shoe fits, it will be the best footwear for you entire career.

Why am I focusing on this? Because the first absolute essential of consultative selling is you. You must feel comfortable asking questions and listening to the answers. If you already know the answers, you'll stop listening. That kills the consultative aspect.

The two selling styles. If you'll excuse the over-simplification, you'll find two basic selling styles in this industry: directive and consultative. The agents and advisors you know who are convinced they have all the answers will use the directive style. It fits them well, and that's a good thing, because few of the directive people would do well with the consultative style.