21 June 2020
Six words.
Call customer service. What are six words we would like to hear?
"Okay, let’s get this problem fixed."
When we talk with prospects, we should be looking for a problem that our products, services, or opportunity can fix. Then, it is easy to say to our prospect:
"Okay, let’s get this problem fixed."
Done. No more closing needed.
Five words.
If we start with the words:
"Let me tell you about ..."
This won't end well. This means we are talking about us and what we offer, and not about our prospects.
Prospects are selfish. They don’t care about us, or what we have to offer. They care about their problems.
We should encourage our prospects to talk about their challenges and problems.
Then, when we can present a solution, we will be interesting to them.
Three words to ask questions about prospects problems
These 3 words make it easier to ask awkward questions, to find out people’s problems.
- I’m Just curious …….
- I’m Just curious how long have you had this problem?
- I’m Just curious what keeps you up at night?
- I’m Just curious who advises you in this area?
Humour
- While cooking I accidentally rubbed some herbs in my eyes .... now I'm parsley sighted.
- I was delighted when the Tax authorities wrote to me and said that my tax return was "outstanding," especially since I don't even remember sending it in.
- A man has been shot with a starter pistol, police thinks it's race related.
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