Well, think about it, who do most people like to speak about. They love to speak about themselves, so that’s what we have to do; we have to get them to speak about themselves.
For many years, I’ve used ‘past, present and future’. I’d walk into the prospect’s office, have a look around and say, “this is amazing, you’ve got this great position with this top company, how did you get started?” Nobody’s asked them that question for years and they are really proud of what they have achieved and how well they have done in the company (this works really well with CEOs).
They may reply, “Well, fifteen years ago I started as a clerk and I worked my way up....and now I am the CEO”
You just keep quiet and listen. The next question you would ask would be about the present situation. “So tell me about your position at the moment, how are things going?”
They may reply, “well I’ve got fifteen people working for me, we’re expanding and opening three or four new branches as soon hope to be known in many countries worldwide.” At this stage you just keep quiet and listen.
Your next question is asking them about the future, and with this question you’ll learn more about your potential client than in any other part of the interview. “So where do you see yourself and your organisation in five or ten years time?” and you just keep quiet.
What they now say will give you all kinds of buying signals. You will hear things like; ‘Well, I want to expand and open another three branches………’
This is where the clients talk from the heart. These are the emotions and the reasons why they’re going to buy from you, so remember that when you walk in, use ‘past, present and future.’ Also remember that logic makes people think and emotion makes them act, focus on the emotion when selling.
Frank Furness CSP CFP TOT is a professional speaker and trainer specialising in technology, sales and customer service. He has educated, entertained and inspired audiences in 48 countries. Frank is the author of bestselling books ‘Walking with Tigers – Success Secrets of the World’s Top Business Leaders’ and ‘How to Find New Clients and Business’
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