Anchors
Get your day off to the right start with your own MORNING MEETING. No shouting; no throwing of chairs; no name calling; no finger pointing.
Just a Sales Tip of the Day, a daily blast of music and some attitude for your enjoyment! M-F. No weekends, and I don’t do roomfill…
REMEMBER: There is a lot more to those ‘tie-downs’ (getting a prospect to answer ‘yes’ or ‘no’ to a series of short questions) than meets the eye and seeking only a ‘yes’ (or ‘no’) response often misleads the rep into believing they are making progress (when they really aren’t).
Short ‘Tie-down’ questions and responses are very effective but they can never compete with questions that force a basic but detailed response to a question which, if asked correctly, will force a (real) commitment from the prospect.
When asking a ‘tie-down’ question the more the prospect talks (and the more a rep listens to what the prospect is saying) the end result is that the prospect will often ’sell’ themselves on a specific benefit or feature.
And the more they do that you’ll not only unravel other important considerations and thoughts on the prospect’s mind, you’ll be armed to the ‘teeth’ for the close and laugh all the way to the bank, ‘won’t you’ (LOL)?
TODAY’S VIDEO: Tears for Fears — Everybody Wants to Rule the World
(To view ALL of the Morning Meeting sales tips and videos, click here.)
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