"Where do you feel like you are right now?"
When you are working with a new prospect or just following up on a lead, once you have let them talk and tell you all about the deal or their situation, ask them this question.
It might seem redundant - like they just finished telling you the answer to this question - but I assure you you'll get more from asking this question than just more details about the loan request. When you ask someone where they feel they are, they will start to share more of their hurts, pains and frustrations -- leading you that much closer to getting their business.
"Where do you feel like you are right now?"
When you ask it directly (and sympathetically), the responses you get will lay out the path towards winning your prospect's trust and transform them into a client. By asking them their perspective, you've changed from a salesperson to a business partner, moving from across the table, figuratively speaking, to a seat next to them.
Bonus: When people say that they are frustrated with what they have been hearing from other service providers or don't like how they've been treated, the best question is the most direct. Your reply should be along the lines of this: "What exactly have the other lenders said that you haven't liked?" or "What is the other web designer telling you that doesn't make you comfortable?"
Does it sound like you're trying to angle to get their business? Of course it does! YOU ARE! ...and they will appreciate the direct approach more than you might think. Looking for more guidance? Help is on the way! Order your copy of "10 #MonsterTips: How to Sell More and Earn More NOW!!!"
Please leave me your comments so I know how to serve you better!! If this was helpful, forward it to a friend. Talk to you soon! To your success!
Mark Anthony McCray helps people live on PURPOSE, achieve higher PERFORMANCE and experience true PROSPERITY. Be sure to subscribe to this blog so you don't miss a thing and forward this to a friend if you found it helpful. All material © Copyright, Mark Anthony McCray unless otherwise noted!
He can be reached in the following ways:
Mark@LiveBIGDieEmpty.com
Phone: 281-846-5720
Twitter: @LiveBIGDieEmpty
Facebook: http://www.facebook.com/LiveBIGDieEmpty
LinkedIn: http://www.linkedin.com/in/markanthonymccray/
Google+: https://plus.google.com/u/0/103149858138414160703/posts
YouTube: http://www.youtube.com/user/markanthonymccray
Pinterest: http://pinterest.com/markmccray/
For more information on Mark as a speaker or presenter check out http://livebigdieempty.blogspot.com/p/about-mark_29.html
0 comments:
Post a Comment