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Using Dialogue to Achieve Sales
Top producers use the art of dialog to relate to prospects rather than persuade them. In his book "Killing the Sale," author Todd Duncan points out conversational practices that'll help you close a deal:
Put the sale on the back-burner. First, concentrate on learning about your prospects' values. Knowing their principles and standards will help you build rapport. Don't talk too much about your company and services. Spilling too much information up front about what you offer can cause potential customers to make premature decisions about your ability.
Ask the right questions. Prepare questions that help you learn about your prospects' needs. Ask probing questions to learn how best to package a solution. Spend most of your time asking and listening. Questions to ask include:
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What's the most important reason you are buying this property? |
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In obtaining a home loan, what are your most important concerns? |
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Is there any part of the lending process about which you would like more information? |
Record your customers' needs. Take notes while your prospects answer. Not only does this help you to absorb the information, it also shows prospects that you are genuinely interested in what they say.
Make sure you understand. You must have a solid understanding of your customers' needs to avoid presumptions, which can lead to mistakes. Verify what prospects tell you and confirm their expectations.
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