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REMEMBER: “So Alice and Cid where are you folks from?” (Or: “So I see you folks are from…”)?
In this example the Jones’ hail from “Missouri” and most reps may likely acknowledge that (e.g.) “Oh, that is a beautiful state”, or, “Always wanted to visit…” And the rep may also say “Ah, The Show Me State…”.
Of course the official motto of Missouri is not ‘The Show Me State’, it is: “The welfare of the people shall be the supreme law (Salus populi suprema lex esto)” and it is likely the prospect knows that as well.
Point being: many prospects have great pride in their ‘State’ and when asking where they call ‘home’ and they say “Illinois” the rep should include in her/his response (e.g.) “…just out of curiosity, I started reading up on our nation’s history recently and was wondering if you folks might know the official State Motto of Illinois” (“State Sovereignty, National Union”)?
In short, that is a question that the prospect has likely never been asked by a ‘rep’, it will actually catch ’em off guard, start their ‘thinking’ and ‘answering questions’ process in a truthful manner, demonstrates the rep’s interest in the prospect’s ‘home’ and equally important, whether the prospect knows their State motto or not, will provide a quick and rare glimpse into the prospect’s personality (and thinking) type (which is very important in the sales process).
I.E. If the prospect has lived in (e.g.) New Hampshire for longer than 5 years (or all their lives) and they don’t know their State Motto, that is very telling indeed. Just as it is when the sales guest shoots right back, with pride: “Live Free Or Die”!
There are many off-the-cuff questions that should be asked of each sales guest that will reveal a valuable peek into their ‘thinking’. By asking these kinds of questions the more the savvy TS Pro will know what makes their prospect ‘tick’, which is a sure fire way to laugh all the way to the bank!
TODAY’S VIDEO: Alan Parsons Project – Don’t Answer Me
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