There is a 7 step formula that I teach for lucrative and enjoyable sales conversations. Today, I am going to provide you with the first step to take action on. I will reveal the other 6 steps in future articles.
The first step is your Vision.
There’s no way you will have a successful sales conversation if you don’t start out by asking WHAT your prospect wants – why are they talking to you in the first place?
So, in Step 1, find out what THEY want (not what you want them to want). What are they seeking? What problem can you solve for them and what would their life look like if they didn’t have that problem? What vision do they have for their life/business/health/home, or whatever it is you address. Get them emotionally engaged with this – this is the foundation of your sales conversation. Have them describe IN DETAIL what their heartfelt desire is and why…
Is it to make more money so they can send their kids to a good college?
Is it to feel slimmer and sexier as they step into middle age?
Is it to feel financially secure and confident as they age?
Whatever you solve, LET THEM talk about what it would mean to THEM to have what they want. And give them plenty of airtime to discuss this vision. How would their life change if they actually created this vision for themselves? How would it impact their children/partner/loved ones?
If I gave you the magic wand right now, what results would you like to create within 6 months?
What do you really want in your business/life in the next year?
How would that change things for you?
What would be better/different and what would be possible for you when you achieve this vision?
Your wording: Right now, write down the questions you should ask in order to unearth this important information in your potential client.
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