Weak selling tells the client what to value. Strong selling helps the client identify what they value.
Don't say
- "This benefit is better for you."
Ask instead
- "Which of these would be more useful to you?"
Example
You're comparing an eligible spending benefit against a Part B premium reduction. Explain each accurately, then ask which is more useful — and let the beneficiary answer.
Explain
↓
Compare
↓
Ask
↓
Client Chooses
↓
Connect Recommendation
PEAK coaching tip
The strongest reason to change is often the reason the client gives you.