Back in 2010, my wife was diagnosed with Breast Cancer (I know that wasn’t the opening statement you were expecting but please read on).
We visited with a few different surgeons who pretty much asked the same questions and said the same things.
Then we visited with this one surgeon who asked all the questions the other surgeons DIDN’T ask and;
She did it in a way where it wasn’t an interrogation . . .
It was a conversation.
When we answered her questions I got the distinct impression that she cared.
Sales Note: Sometimes we’re so used to hearing the same challenges that we lose our empathy for the prospect/client.
We chose this surgeon for my wife’s surgery NOT because she dazzled us with a great presentation (Doctors really aren’t known for that)
We didn’t chose this surgeon because she was having a special that week on Lumpectomies.
We chose her because she asked BETTER questions!
And I’m glad we did because Laura has been cancer free since 2011.
But here’s the thing . . .
You might think that rapport is established in the “chit chat”and commenting on the picture of the prospect playing golf etc.
You might think that our credibility is established when we give our “pitch” and in those moments when we cite studies and stats;
Meanwhile, you’ve completely dismissed the power of asking awesome questions!
My advice for you is simple . . .
Ask the questions your competitors fail to ask!
And not just the ones that make you come across as thorough.
Ask the tough questions too!
I’ll be sharing 5 types of questions that move your deals across the finish line during our 12 Ways To SAFEGUARD Your Deal webinar, this Thursday, at 11:30 am EST.
Have you signed up yet?
If not, here’s what you’re about to miss;
- The 30 Triggers That EXPEDITE Your Sale.
- How To Get Access To ALL Of The Stakeholders Without Offending Your Contact.
- The FedEx You Need To Send Before EVERY New Prospect Meeting.
- How To IMMEDIATELY Take Control (Without Being Manipulative)
- The 5 Types Of Questions That Propel The Sale Forward
- What To Say/Do When Your Prospect Wants To Take 3 Bids.
- 1 Dozen Ways To Reduce Doubt, Skepticism and Hesitation.
- The Email You MUST Send After EVERY New Business Appointment (And No It Isn’t A “Thank You” Email)
- 5 Ways To Keep Your Prospect Engaged and Focused On YOU; Even Between Meetings and Phone Calls!
- A Communication Plan to Outfox, Outmaneuver and Outsell Your Competitors!
The investment is only $99 and here’s what you’ll get;
(1) 90 minute webinar
Worksheets
The Webinar Replay (Sent out later that day)
Email Access To Me to answer any webinar related questions
FYI . . .
Can’t make it on Thursday, May 18th, at 11:30 am EST?
Sign up anyway and I’ll send you the webinar replay later that afternoon. View it anytime during the next 60 days.
