Bill Vourazeris 443-618-2880 Monarch mortgage Sell Yourself to Prospects
Be a Great Listener
No matter what type of business you are in, your prospect has the option to
select from a variety of competitors within the same marketplace. You must set
yourself apart from your rivals, and it all starts by having the ability to listen
attentively to each and every new prospect. You must hone in on what their
needs are and what their idea of great customer service is.
Have you ever been interested in a product that seemed superior in every
aspect, but you just didn't like the pushy salesperson? Learn from their bad
example! Let your prospects do the talking, and pay attention to what they have
to say. Give the prospect an opportunity to reveal their hot buttons, and provide
insight regarding their likes and dislikes. Build common ground by asking them
about their hobbies and special interests. Ask them about their favorite TV
shows or sports teams.
Remember the adage coined by Mike McNight: "People don't really care howYour expertise will fall
much you know until they know how much you care."
into play only after the foundation for building a relationship has been
established.
Look for details that can spark questions. If you meet in a clients home, details will become immediately apparent. If your
meet at your office, look for class or wedding rings, even clothing, that might inspire them to disclose more information
about themselves.
Once you've struck a chord, you can present your product or service with more confidence. Instead of saying things like,
"If you choose to do business with me," try saying something along the lines of, "When you sign the papers..." This is
positive, but not overly pushy. Reiterate their hot buttons, confirming that you listened carefully to what they had to say,
and you know what their end goal is. Make it clear that you wish to help them achieve that goal.
Don't be afraid to assume the sale or the next point of contact. Consider the approach your dentist takes. He doesn't ask if
you'd like a check-up in six months; he has you schedule it while you're in his office! Make sure you and your staff provide
exemplary service every step of the way to prove your commitment to this new client.
Bill Vourazeris
443-618-2880
