18 August 2019
Building trust.
Prospects don't say it, but they think, "I don't believe you."
If our prospects don’t trust us, they won't buy or join. But how do we build this trust?
One way is with facts. If we can tell our prospects one fact that they believe and we believe, what do they think? They think, "You and I think the same way. We see the world from the same viewpoint."
Starting out with disagreement is not a good plan. Here is an example of the difference between these two approaches.
Professional: Example A “You don't eat right. You need to use my supplements."
Professional: Example B “You and I find it hard to eat right because we are so busy."
Professional: Example A You have no idea of your financial position
Professional: Example B “You and I find it difficult to understand our finances because we are so busy.”
Our prospect will agree with the second approach (B) and will have an open mind.
Starting off with agreement is good manners. There is no rejection. We feel relaxed and our prospects feel great also.
Yet another easy close we can use.
It is easier to find good prospects when we know what to look for.
Our best prospects will have a "desire for change." They will want more in their lives. There are too many people that need more in their lives, but don't want it. That usually doesn't end well.
So, if you say “so we have gone through the presentation, what do you want to do next? They will tell you what they want to do Next.
People need to pay tax, but they do not want to.
People need to save money, but they do not want to.
People need to exercise but they do not want to.
And so on.
People only do what they want to do.
So, the question to ask is
“so, we have gone through the presentation, what do you want to do next? They will tell you what they want to do Next.
A Bit of Humour for You
A man is at work one day, when he notices that his colleague, an accountant, is wearing an earring.
The guy knows that his colleague is normally a conservative chap and is curious about his sudden change in "fashion sense."
So, he walks up to him and says, "I didn't know that you were into earrings."
"Don't make such a big deal, it's only an earring," he replies sheepishly.
The man falls silent for a few minutes, but then his curiosity prods him to ask, "So, how long have you been wearing an earring?"
"Ever since my wife found it in my car."
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