In Their Own Words
Discover techniques to address what is most important to the prospect every time, by getting them to tell you these things in their own words.
When to Use
Always get the client to explain in their own words what is important to them.
When you ask someone an intelligent question and they give you an answer that is going to lead them down a particular path. A particular path were your product or services are waiting.
First ask the client an expansive question like, “What is most important to you when choosing a (Product/ Service)?
When they provide the answer, write it down in the exact order that they give it to you. 9 times out of 10 the client is going to tell you the thing that is most important to them first.
Next, repeat back to the client the exact criteria in the order that they gave it to you. This gives the client the opportunity to change their mind.
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