Watch what happens right away...
Every good book has an opener, every good movie has one too.
The presentations you give to your New Friend need to have one as well. I take that back, we as professional salespeople actually need 2 good openers. The phrases are questions, that are going to allow you to identify just how committed the Customers are, to what you are presenting to them.
The phrases are designed for you to get crucial information you need directly up front, which will allow you to determine where you truly need to concentrate within the presentation you are about to give.
So, without further ado...
Phrase number 1
SO CUSTOMER, HOW LONG HAVE YOU BEEN THINKING ABOUT DOING THIS?
You need to shut up and let them answer the question.
(You are literally, in a nice way, putting this customer
on the spot right out of the gate).
Remember no one likes to be interrupted.
Once again, (for those not paying attention)
shut up and let them answer.
By making them address how long they have been thinking about doing this, it immediately makes them think how long they may have been procrastinating on it. This is crucial. You cannot change what you do not acknowledge. In a very innocent way you are immediately helping them make a change right now.
Phrase number 2
WHAT MADE YOU DECIDE TO DO SOMETHING ABOUT IT TODAY?
Now you really need to shut up..... The prospect is about ready to give you some incredibly valuable information... If you are prepared to let them give it to you.
Answers could range from:
"I saw your add."
"My neighbor just got one and I love it."
"I have been putting it off for far too long."
"My aunt just passed and I saw what it did to the family members." etc.....
Your answer should always be:
I completely understand...I promise you that I'm not gonna waste your time. I'll make sure that what I am going to show you here, will absolutely take care of what you need. Does that sound fair?
YOU SHOULD GET THE IDEA HERE!!!
If you are smart enough to listen to the information that you have just been given, you just got a huge clue on what you need to do.
You can make sure that the high points in your presentation; that are directly related to answer they just gave you,
are where you need to concentrate your greatest efforts in your presentation.
Remember; People will always let you know what you need to do close the deal.
So in closing this session I will say this one more time so it sinks in. If you are smart enough to listen to your customers they will tell you what you need to do to close the deal.
You have been given two ears and only one mouth, so use them wisely.....................
Da Bear