- Watch the How-to-Video “Establishing Agreement”.
- Before you contact any prospect, be aware that you need to begin the conversation by raising the level of Agreement between the two of you at the very beginning of the sales process. This agreement is their “reality” – what is real to them.
- Find out what your prospect’s reality (level of agreement) is and then find something you can both agree on. An example of a question to ask would be, “I was curious (their name), what kind of challenges are you facing in your business today?” or “(their name) what prompted you to want to call our company today?”
- Be comfortable with asking these questions. Relate it to meeting someone new at a party and establishing agreement, for example the other person might have just told you they love sports. If that were the case the most obvious question from you would then be; “You do? Me too! What’s your favorite sport? How often do you play? You sound like you’re very proficient at it, do you play in competitions?” and so forth.
- Stay interested. People generally respond very favorably to curiosity from another person.
- If this is a one-on-one conversation at their office or yours, keep your manners “in” and accept what the prospect offers you when you arrive. For example, don’t reject their offer of a drink (preferably water) but welcome what they offer regardless.
- Make sure you don’t reject what that prospect communicates to you. Understand that this is their reality and its right for them. Embrace it and communicate what you can agree on.
- Notice the difference in your results before and after you started to establish agreement at the very beginning of the sales process. Evaluate every conversation you had with prospects and determine how you established agreement and where you could have done better. Correct any failures to establish agreement and implement improvements for the next prospect you speak with.
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Can you please provide me with examples of what it would look like to reject someone’s communication.
What are other questions I can ask that are specific to our prospects? They are not calling us-they are either referred to us by someone or I am reaching out to them (warm lead).
“Can you please provide me with examples of what it would look like to reject someone’s communication.”
There are a few ways to reject someone’s communication, mostly it is by not acknowledging something someone says with genuine understanding. As an example:
Patient: “Dr. I’m just not sure I want to take any more medication. I’ve been reading on WebMD and it says to avoid…..”
Dr: “WebMD is just not a reliable source of information. Here’s the real truth….”
Can you see that the patients communication was rejected? There is no acknowledgement of the communication, it is in fact rejected.
Here’s an alternate:
Patient: “Dr. I’m just not sure I want to take any more medication. I’ve been reading on WebMD and it says to avoid…..”
Dr.: “Mr Patient, I’m so glad you are taking an active interest in your condition. This is so important and I thank you. Now let’s sit down and examine the facts you and I that way you can make an educated decision about your situation. How does that sound?”
Did that address this question for you? The another way is acknowledging with a “no you are wrong” or even a “no your information is wrong”. That is rejecting someone’s communication.
“What are other questions I can ask that are specific to our prospects? They are not calling us-they are either referred to us by someone or I am reaching out to them (warm lead).”
In order to answer this one I need a little bit more information on your environment. Would you be able to talk on the phone about it today or tomorrow?
this was all very good info, i can see where i have rushed thru some sells with out getting agreements