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The Trust Equation Q=Questions: Ask a lot of feeling, finding types of questions, such as, “How did you get started in your career/this business?” L=Look: Look at prospects as you speak with them. Sooner or later, your eyes will meet. When they do, trust is being built. L=Lean: Lean forward. This indicates your high interest in what your prospects are saying. That great interviewer, Larry King, uses the lean technique to perfection. L=Listen: Do not interrupt prospects. What they are saying is important and you want to hear it all. R=Record: Record the data provided because it is important and you will use it in preparing your recommendations. R=Reward: Compliment prospects on their achievements and successes with comments such as, “You certainly have a wonderful family.” This formula has helped me close many sales. Closing begins at the beginning, during the fact-finding process. It is here that we can build the trust that leads to a sale later.
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new computer symbols little computer symbols called "emoticons," |
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