Events Sandler for Advisors: NEGATIVELY-LED QUESTIONS
One of the most powerful and counterintuitive tools in the Sandler system. Negatively-led questions remove sales pressure, disarms defensive prospects, and often produce more honest answers than direct questions. This session is especially relevant for advisors working with prospects who have been burned before or are resistant to being sold. |
LEARNING OBJECTIVES
- Understand the psychology behind why negative framing lowers resistance
- Construct negatively led questions relevant to wealth advisory conversations
- Know when to use this technique and when it will backfire
- Practice delivery — tone matters as much as words in this technique
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07/20/2026 02:30 am
07/20/2026 04:00 pm
Sandler for Advisors: NEGATIVELY-LED QUESTIONS
One of the most powerful and counterintuitive tools in the Sandler system. Negatively-led questions remove sales pressure, disarms defensive prospects, and often produce more honest answers than direct questions. This session is especially relevant for advisors working with prospects who have been burned before or are resistant to being sold. |
LEARNING OBJECTIVES
- Understand the psychology behind why negative framing lowers resistance
- Construct negatively led questions relevant to wealth advisory conversations
- Know when to use this technique and when it will backfire
- Practice delivery — tone matters as much as words in this technique