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In Their Own Words

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About this lesson

In this video, you will discover techniques to address what is most important to the prospect every time.

Exercise files

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In Their Own Words
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In Their Own Words - Solution
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Quick reference

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.

Instructions

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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  • 00:04 In this video, we're going to continue with step five, the Horatio effect, okay?
  • 00:09 Cuz you're still asking intelligent questions.
  • 00:12 I called this next session in their own words.
  • 00:17 Why is that?
  • 00:18 Because when you ask somebody a question and they give you an answer, okay?
  • 00:22 And you're asking intelligent questions,
  • 00:25 that's going to lead them down a particular path.
  • 00:28 A particular path where you're going to be waiting with your product or
  • 00:32 service, okay?
  • 00:33 So let's take a look how this works.
  • 00:35 So you might ask a prospect, what's most important to you when choosing a,
  • 00:40 and put in your product or service?
  • 00:43 What's most important to you when choosing a product or service, okay?
  • 00:49 So what's great about that is now they're thinking, and
  • 00:51 by the way is that an expansive question or a narrow question?
  • 00:56 Expansive, because it's not a yes or no answer, right?
  • 01:00 So you wanna get that information.
  • 01:01 What's most important to you, okay?
  • 01:03 Now, they might tell you a, b, and c, okay?
  • 01:06 So you write down a first, the first thing they tell you.
  • 01:10 Then you write down the b, then you write down the c.
  • 01:14 Why is that?
  • 01:15 Why would you write that down in the exact order that they give you that criteria?
  • 01:21 Because that's how their brains are functioning.
  • 01:24 So subconsciously or consciously to them, the first thing they tell you typically,
  • 01:28 nine times out of ten, is the thing that's most important to them, or
  • 01:33 at least top of mind, okay?
  • 01:35 Then you write the second thing they told you.
  • 01:38 Then you write down the third thing, the fourth thing, etc, okay?
  • 01:41 Now this part is crucial, once you get it down,
  • 01:45 you can't just move on to the next piece.
  • 01:47 First of all, you have to repeat the exact criteria in the order,
  • 01:52 that they gave it you back to the prospect.
  • 01:55 Why is that important?
  • 01:57 Because you wanna give them the opportunity to change any of this.
  • 01:59 Maybe something was top of mind, but something else is most important, okay?
  • 02:04 Or maybe they told you the wrong thing in the wrong way, right?
  • 02:07 Sometimes your client will read it back to them, exactly what they said, and
  • 02:10 the client will go, well, that's not exactly what I mean.
  • 02:12 What I really mean is x, y, and z,
  • 02:15 because you want absolute clarity before you go and do your presentation, okay?
  • 02:20 So this is at the very front end of this presentation when you're asking all these
  • 02:24 questions, okay?
  • 02:26 So in their own words ask,
  • 02:27 what's most important to you when choosing a training company in my example, right?
  • 02:33 I'll write down exactly what they want, okay?
  • 02:35 They wanna make sure that it's fun and engaging, right?
  • 02:40 Clients tell me all the time,
  • 02:42 I wanna make sure that I get the actual results, whatever that is.
  • 02:47 Percent of increase, a dollar amount,
  • 02:49 whatever it is I wanna make sure I get the results.
  • 02:51 Number three, they always tell me I wanna make sure it's a lasting change.
  • 02:55 It's something that's not just a flash in the pan.
  • 02:58 Good, so now I know exactly what's important.
  • 03:01 In my presentation, am I going to address all three of those things?
  • 03:06 Absolutely, and I know that the first thing they told me is typically what's on
  • 03:10 top of mind or the most important, okay?
  • 03:12 And then I'm gonna repeat the exact criteria in that order,
  • 03:16 back to the prospect.
  • 03:18 Now I'm armed and ready to continue with my presentation.
  • 03:21 Make sense?
  • 03:23 Good, you got this.
  • 03:25 I'll see you in the next video.

Lesson notes are only available for subscribers.

Narrow Questions
02m:41s
Hurts So Good
06m:29s
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