Conduct the interview… - Posted by JT-IN
Posted by JT-IN on March 06, 2002 at 06:49:23:
You are calling folks, instead of them calling you. The results are always quite different that way.
Marketing to get your phone ringing will produce much greater/better results, as you may be calling most folks now, whose motivation is to sell by next year, etc. or to save the commission. These sellers are not your target, and never will be, unless their situation changes.
As for when you are on the phone with a prospect, whether you called them, or they called you, you must be in control, like the codnuctor in the orchestra. He requests a timed response, adn as long as he is in control, he will get what he asks for. Your script, and designed questions will lead the repsondent to where you want them to go. This is no small task, nor a skill that you will acquire overnight, but control is key. Ask questions with alternative answers; “do you like red or blue”? People will tell you a color. As opposed to asking what is you favorite color? You may make some assumptions, such as; "is you mtg balance between 90 and 100K? Let’s them answer without you diving so deeply into their personal data, too quickly.
If you are getting hesitant sellers to answer questions, it just tells you that you do not have them warmed up enough for that question, yet. You must bring them along gradually, and when their temperature is right, they will answer.
Again, it must be a motivated seller, otherwise, no matter how smooth you are, your spiel will be wasted.
Just the way that I view things…