Perhaps the most common question I'm asked by agents concerning how to handle a lead is "What do I say?"
Meeting a potential client for the first time can be uncomfortable at times. Let's face it...if we're all honest with ourselves we can remember at least a time or two where we were uncomfortable breaking the ice with a new prospect.
Here's a quick tip to keep in mind when trying to earn trust and rapport with your prospects: When in doubt, ask questions.
People love to talk about themselves (anyone who's been to one of my webinars knows that I fit in that category...haha!). When you take the initiative to show interest in them, you will find that the majority of them will return the favor and respect what you say as well. Get them talking...and be ready to listen:)
Your most successful appointments will be the ones where you do the least amount of talking. Ask questions. Show interest. Receive answers. Close deals.
For a great article that goes into this in a little more detail, click here.
Comments(3)