While at IBM, a delightful man named Rodger Bailey developed a methodology for understanding, predicting and influencing someone's behavior by mirroring and employing specific language patterns. If you're developing marketing programs without employing this knowledge, you're simply sabotaging your own efforts. If you're marketing, advising or selling without this knowledge, you're losing millions of dollars. If you don't ask the right questions or learn to hear linguistic cues in your prospect's language, you're simply doing an ineffective job. Here are some facts about how people buy.
People buy products and services based on strategies they learned early in their life.
Those strategies typically remain unchanged throughout life. To learn how to sell, or even present a product effectively, it helps to find out how the person bought the same or similar item previously. What you will learn in the answers will be the key to how that person buys financial products, services and advisors. Questions 1-4 give you a starting point, but the really important questions are 5 and 6. Those questions will elicit specific words that tell you how the person represents information mentally.