You Like Me...You Really, Really Like Me
You Like Me...You Really, Really Like Me
Examples:
Where are you from?
Where do you work?
Where do you currently live?
Where did you go to school?
What are some of your interests?
Weave information about yourself into your sales presentation. Make the conversation flow and your prospect will open up and tell you how to sell them.
You Like MeYou Really Really Like Me - To learn more about this author, visit Gary Silverman's Website.
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I recently experienced an interaction between a customer looking to buy a townhouse and a veteran New Home Realtor. It all seemed very stiff and distant throughout the entire process, almost like two cats vying for the same perch. They finally came to terms. This occurred over a six day span. While the contract was being written and everyone settled down, the conversation started to flow like they were twins separated at birth. They had identical interests, lots of common ground, mutual acquaintances and experiences. This led to planning a get together (Gun Show, I believe) and it was “Kumbaya”. Tears started to well up in my eyes (a possible allergic reaction to all the love in the air). After the customer left, the salesperson raved about what a great guy his customer was and questioned why he didn’t act this way from the beginning. I proclaimed that it was the salesperson’s fault. Just think if this transaction started as it had ended? It would have been a much better experience for the customer, negotiations would have been less adversarial, the process faster and simpler, and all the barriers would have been broken down. The key ingredient here was the human element which broke down these barriers created in the selling situation. What if the salesperson began the contact with a basic line of questioning?
Examples:
Where are you from?
Where do you work?
Where do you currently live?
Where did you go to school?
What are some of your interests?
Weave information about yourself into your sales presentation. Make the conversation flow and your prospect will open up and tell you how to sell them.
You Like MeYou Really Really Like Me - To learn more about this author, visit Gary Silverman's Website.
Like this article? Share it with your friends
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