Don’t sell, Tell stories
Don’t show, ASK questions
• Could I get your opinion on a fun internet tool that you might find very interesting?
• Does being classy appeal to you?
• What are you doing to get referrals right now?
• What kind of a system do you have to get referrals?
• Do you keep your options open for other ways to make money?
• Have you ever forgotten to send a card?
• Are your relationships important to you?
• Does writing a heart-felt card make you feel good?
• Are you interested in saving time and money?
• Have you ever saved a greeting card?
• When was the last time you received a card?
• How much is a client worth to you?
• Did you know that when you take time to write a card, it shows you care?
• Is it easier for you to find a new client or retain a current client?
• If a client is worth 250.00 bucks a year to you, would you have to do a cost analysis to justify spending a buck on a birthday card?
• Every book I’ve read says you need to stay in front of your clients. Are you interested in an effective way to do that?
• Do people view you as stingy or generous?
• If you were downsized tomorrow, what are your prospects for another job?
• Can you maintain your life-style when you retire?
• If you were going to purchase a greeting card, would you mind buying it from me?
Ask open-ended questions, make inquisitive statements, and
restate what the prospect has said in your won words. This gives the prospect
an opportunity to clarify any misunderstandings. For example:
- So what you’re saying is…
- You said something earlier about…. Tell me more about
that.
- Let me see if I understand what you just said… Is
that right?
- So if I understand you correctly, you are currently….
- So the challenge you have right now is… and because
of that you are…
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