A Great Word

Get your day off to the right start with your own MORNING MEETING. A Sales Tip of the Day and a daily blast of music for your enjoyment! Published Monday thru Friday.

REMEMBER: Segmenting the presentation is paramount to a successful outcome and upon the conclusion of each phase during the sales process it is always important to ask the prospect a question (aka: a trial close) in such a manner that they are likely to drop their guard and answer fully and truthfully.

One great word to be used when asking questions that will allow the prospect to be honest is the word ‘IF’. IF ‘IF’ is used correctly, the prospect is likely to spill the beans and that information will become priceless during the final closing sequence.

For example, as a sales rep, ‘IF’ the developer announced during a morning meeting that the marketing department is starting a new program to supply the exact type of tour each rep desires but can only do so ‘IF’ the rep tells the developer, in detail, what those ‘tour’ parameters should be there would not likely be a closed mouth in the house!

The same is true with a sales guest in that ‘IF’ they are asked a relative question such as “Where would you go ‘IF’, as an owner, you decided to exchange two vacations…”, they, too, will likely be more than eager to share their perspectives.

The ‘IF’ word is very powerful when used correctly because when the prospect hears ‘IF’ they become less threatened or intimidated by the questions, making them more comfortable. They will then feel free to openly express themselves, and the more that happens the more the savvy TS PRO will laugh all the way to the bank.

TODAY’S VIDEO: Huey Lewis & the News – If This Is It