Question 4/14 A financial advisor is cold -Calling leads. A prospect mentions that he manages his ow portfolio and hasn't used an advisor in the past. What should the advisor do first? Ask if there's a reason he hasn't used an advisor in the past Ask him what his yearly returns have been Tell him about the easy account-set- up process Tell him that he's likely mismanaging

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Question 4/14 A financial advisor is cold -Calling leads. A prospect mentions that he manages his ow portfolio and hasn't used an advisor in the past. What should the advisor do first? Ask if there's a reason he hasn't used an advisor in the past Ask him what his yearly returns have been Tell him about the easy account-set- up process Tell him that he's likely mismanaging

Answer 1

This is a consultative sales scenario, the financial advisor's objective is to influence the prospect to switch to using their advising service. It's critical in this scenario to at first understand the prospect's needs and reservations about using an advisor in the past. So, the most sensible action would be to ask why the prospect has not used an advisor previously. Understanding their reasons can help the advisor to address their concerns more effectively, potentially laying the groundwork for proposing their services in mind with what actually could convince the prospect.

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