Questions
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REMEMBER: Each time a sales guest asks a question during the presentation, that moment is an opportunity for the rep to listen and analyze the prospect’s ‘mind-set’.
‘So does this pass to our kids?’
The rambling sale rep will enthusiastically respond (e.g.) ‘Sure does…..’ and continue ‘pitching’, and that is a grave error and a missed opportunity to learn more about the prospect, their family and the choices (decisions) they make, etc.
The Pro would instead respond to that (or any) question in such a manner as to further the prospect’s participation and dialog in the sales process.
“You know, I forgot, how old are the kids?’
‘That is a great question. You wouldn’t believe how many people I meet who don’t even have a basic will…’
In this example the Pro will then conclude their response with a question that the prospect needs to answer such as: ‘Would this be something you’d want in your will right away or would you be looking to add your ownership interest at a later time?’
Now the prospect has to reveal the validity of their question and when they do, and they will (every time), the Pro will use that information to his/her advantage and by doing this throughout the presentation eliminate many ‘obstacles’ and add ‘ammo’ to their closing ‘arsenal’ and laugh all the way to the bank!
TODAY’S VIDEO: John Mayer & Pete Murray – Opportunity
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