„My cat just texted me. Gotta run.”
You won’t believe what your cat tells you, will you?
The same is with a salesman who works with an agenda.
Prospects will say almost anything to get away from him.
We don’t want to be that salesperson. Never.
Pushing for a sales presentation is not the right thing:
This is why we are offering options! It makes our propects feel in control:
They are in charge of their choices.
How do we start the conversation so that prospects feel that we are offering an option?
Here are three examples:
- “This is a great fit for many, and not a fit for some.”
- “This may or may not work for you.”
- “This business was perfect for me, but I don’t know if it would be for you.”
Do you see the difference?
Prospecting is more fun when prospects want to hear what we have to say.
Three great prospecting questions
1st “Do you think a part-time job would be better for you instead of a part-time business?”
(Most prospects will immediately attach themselves to wanting a part-time business.
Hey, working a part-time job until age 67 doesn't sound like much fun.)
2nd “Starting our own business would cost a lot of money … and is pretty risky, isn't it?”
(Most prospects will agree and say that is why they haven't tried a business.
Now they are open-minded toward a business if it didn’t require a lot of money and is not risky.)
3rd “Would a $500 a month raise make a big difference?”
(Gee, that's $6,000 a year, which would pay for
a nice vacation,
a better car,
an occasional weekend getaway,
or the minimum payment on the credit card.
This question is rejection-free. Even if our prospect says, "No" -
that might mean our prospect is looking for even more money.
And we know our prospect can't get this kind of raise from his or her boss.)
Saying better words can literally create new prospects on-demand.
