- Văn bản
- Lịch sử
Module 07 – Art Of Qualifying, Aski
Module 07 – Art Of Qualifying, Asking The Right Questions
The Actual Questions
1. Identify The Client’s “Why”
2. Memorize Questions In Order
3. Ask Permission To Ask Questions
Transitions
Just a couple of quick questions so I don’t waste your time
- Tonality is here to help
- So high
Just a couple of quick questions so I can better serve you
Tonality should be:
- I care,
- Trustworthy
- I have your best interests at heart
Future pace with results in advance
BIG PICTURE QUESTIONS
1. What did you like/dislike with it?
- This identifies the client’s likes and dislikes, which will be used later on to customize your pitch to meet the client’s specific needs.
- Typically applies to a product that they have used before
- People pay more for customisation
2. What would you change or improve with your current source?
- Ask what your client would change about their current situation.
3. What’s your biggest headache with
- This uncovers the emotional problems he/she might be experiencing.
- Pay close attention to the answer. You will use this information later in your pitch.
What’s your ultimate objective?
- Once you understand your client’s goals and objectives, you can become the right person for the job.
What would be your ideal program?
- Ask the client to be as specific as possible in terms of the product or program.
SPECIFIC QUESTIONS
Of all the factors, what’s most important to you?
- What factors are most important to your client?
- What is he ultimately trying to accomplish with you?
Have I asked about every detail that’s important to you?
- Is there anything your client might have missed?
- Does he have any additional concerns or questions for you?
- JB doesn’t like this question
WAYS TO KEEP YOUR POWDER DRY!
1) Do not narrate the client’s answers.
- Leave out any comments, including those that demonstrate your active listening.
- You don’t want the client to feel relaxed just yet.
- Let him talk himself into feeling a little uneasy.
2) “Feel the client’s pain.”
- Let the client know that you understand his specific gripes.
- Explain that you care about his answers and will do everything you can to help him reach his goals.
3) Listen!
- Salespeople love to talk. This is not the time for it.
- Listen at least twice as much as you talk.
- What you’re doing is identifying your client’s emotional wants and physical needs.
ASK INVASIVE QUESTIONS
Ask the client how long they have been thinking about refinancing their home, trading some stock, buying a car-whatever it is you are trying to sell.
This question could potentially elicit a cache of information, so listen carefully.
HOW LONG HAVE YOU BEEN _________ ?
- “How long have you been thinking about buying a Porsche?”
- “How long have you been thinking about this piece of equipment?
- “How long have you been wanting to get into the trading business?”
Say it high
It is important to convey the message that you care about your client and his specific situation. Keep this in mind throughout your questioning.
Other invasive questions:
- “How much money do you have in the stock market, just a ball park?”
- Say in a nonchalant way
- Use hand language to back off
- “How much do you owe on your mortgage right now?”
- “How far are you behind on your credit cards?”
When you ask these questions, remember two things:
1) Each question has its own tonality. (HINT: Minimize it.)
2) Identify a gesture that supports each tonality.
- ONCE YOU’VE QUALIFIED YOUR POTENTIAL CLIENT, YOU WILL HAVE ESTABLISHED:
- Your product is right for him. OR He can afford it.
- If you cannot fulfill both criteria, do not continue your pitch.
Transition to the Presentation
“Well, Based On Everything You Just Told Me, It Sounds Like This Is A Perfect Fit For You.”
THE PRESENTATION
Now it’s time for you to go into the main body of your presentation and it’s going to be short.
Here are some components for the basic structure of your pitch. Be sure to use a script when you do this.
1) In the beginning, a script is a work in progress
2) The body should be no more than a page
3) Each word is crucial, so read it back to yourself 100 times
4) Paint a picture, using comparisons and metaphors
5) Link your good or service to a trustworthy figure
6) Create urgency in the last paragraph
7) Go into a soft close, ending with: sound fair enough?
8) There are three responses, and he’s not expecting to buy
Now, after the pitch, the first thing you’ll do is expect your first “no.”
Embrace it internally and tonally …
Use Deflection!
When you hear “no” for the first time, engage in a process called “deflection.” Put the client’s concern off to the side. Use the exact language pattern below so you can go back and get him to a “10″ in his love of your product.
LANGUAGE PATTERN #1
- “I hear what you are saying, but let me ask you a question.
- Does the idea make sense to you?”
Don’t say that you understand what the client is saying. Instead, say you hear what he is saying.
Also, don’t say “Money aside, does it make sense to you?” The “money aside” should be implicit in your tonality.
QUESTION #1 Þ LOOP #1
Looping
After you deflect the client’s initial refusal, do not directly ask why he is refusing.
Instead, go backward on the line and resell your product.
Your second pitch will be more powerful and bullet-oriented.
- Use the better stuff next
Use the exact words:
LANGUAGE PATTERN #2
- “And let me say this. The true beauty of the program is … ”
EXAMPLE #1
Mistake: You ask, “What kind of work are you doing now and how’s it going for you?”
Solution: Never ask a two-part question. Ask the first part and let the client talk. Then ask the second part as a way of keeping the conversation on track. Beware of open-ended questions like “How’s it going for you?” These can lead to long, lengthy “memoirs” from the client.
EXAMPLE #2
Mistake: The client talks at length about how he loves to hunt and than asks if you like hunting. You politely say no.
Solution: Even if you hate hunting, do NOT say so! Instead say something like, “1 would love to try it someday.” Or, “Once when I was a kid, but l just don’t have the time these days.”
Remember-the client needs to feel like you are just like him.
EXAMPLE #3
Mistake: You ask, “Are you currently invested in the market right now?” but the client has already answered this question earlier in the conversation.
Solution: Do not ask questions that imply that you are reading from a script. That’s a quick way to lose business!
EXAMPLE #4
Mistake: You ask, “Just for suitability purposes, how would you say your current financial situation is right now?”
Solution: When asking questions, try not to come across as the Grand Inquisitor. Instead, make it sound like it’s no big deal.
QUICK REVIEW:
Try making a sad face, which will help your tone sound more empathetic.
Remember, you are just like them!
Imply that you are there to help the client. Therefore, any answers to such an invasive question will be used for his own good.
THREE DIFFERENT RESPONSES TO ANY QUESTION
1) “Things really suck right now.”
- Don’t get stuck in the script and respond with “Okay, great…”
- Take this opportunity to MATCH or ELEVATE his state.
- For example, “Things could be worse” or “I hear you … ”
- Remember to convey that you care!
- Don’t bring the client out of feeling his pain just yet. Think of it as tough love.
- YOU ARE JUST LIKE THEM!
2) “Things are not that great. I’m behind on some of my bills.”
- Again, respond with a bit of an elevated tone.
- “I totally understand. That’s exactly why I called you … ”
- Do NOT say “Oh man, that’s awful!” because you will sound disingenuous.
3) “Things are going well”
- Depending on how upbeat the client’s tone is, try to match it and elevate it to your tonality.
- If he sounds only slightly optimistic, try saying, “Well, you seem to be doing better than most folks.
- If he sounds more upbeat, respond with, “Great, good for you!”
A few tips when asking about money ….
- Always keep a disarming tone.
- Have a “It’s no big deal” attitude.
- Be CASUAL!
Module 08 – The Presentation, Power Of The Three 10′s
Important Tonalities
Scarcity/secret
Certainty
Disarming
- Create a disarming story
- It’s no big deal
Basic Structure of a Pitch
1) In the beginning, a script is a work in progress
2) The body should be no more than a page
3) Each word is crucial, so read it back to yourself 100 times
4) Paint a picture, using comparisons and metaphors
5) Link your good or service to a trustworthy figure
6) Create urgency in the last paragraph
7) Go into a soft close, ending with: sound fair enough?
8) There are three responses, and he’s not expecting to buy
Now, after the pitch, the first thing you’ll do is expect your first “no.”
Embrace it internally and tonally …
The Power of Presupposition
“You’ll make money with it”
- Please! Give me a break –You’ll make money with it
- It’s obvious
Embrace the power of no
Loop #1
Step #1
Product is fantastic
- Must be the best thing since sliced bread
Deflect objections
- “I hear what you are saying, but let me ask you a question.
- Does the idea make sense to you?”
- Do you like the idea?
Pace-Pace-Lead
- Match him at his energy level and then slowly raise the energy
- It’s sounds good
- Exactly!
- Let me says thi
The Actual Questions
1. Identify The Client’s “Why”
2. Memorize Questions In Order
3. Ask Permission To Ask Questions
Transitions
Just a couple of quick questions so I don’t waste your time
- Tonality is here to help
- So high
Just a couple of quick questions so I can better serve you
Tonality should be:
- I care,
- Trustworthy
- I have your best interests at heart
Future pace with results in advance
BIG PICTURE QUESTIONS
1. What did you like/dislike with it?
- This identifies the client’s likes and dislikes, which will be used later on to customize your pitch to meet the client’s specific needs.
- Typically applies to a product that they have used before
- People pay more for customisation
2. What would you change or improve with your current source?
- Ask what your client would change about their current situation.
3. What’s your biggest headache with
- This uncovers the emotional problems he/she might be experiencing.
- Pay close attention to the answer. You will use this information later in your pitch.
What’s your ultimate objective?
- Once you understand your client’s goals and objectives, you can become the right person for the job.
What would be your ideal program?
- Ask the client to be as specific as possible in terms of the product or program.
SPECIFIC QUESTIONS
Of all the factors, what’s most important to you?
- What factors are most important to your client?
- What is he ultimately trying to accomplish with you?
Have I asked about every detail that’s important to you?
- Is there anything your client might have missed?
- Does he have any additional concerns or questions for you?
- JB doesn’t like this question
WAYS TO KEEP YOUR POWDER DRY!
1) Do not narrate the client’s answers.
- Leave out any comments, including those that demonstrate your active listening.
- You don’t want the client to feel relaxed just yet.
- Let him talk himself into feeling a little uneasy.
2) “Feel the client’s pain.”
- Let the client know that you understand his specific gripes.
- Explain that you care about his answers and will do everything you can to help him reach his goals.
3) Listen!
- Salespeople love to talk. This is not the time for it.
- Listen at least twice as much as you talk.
- What you’re doing is identifying your client’s emotional wants and physical needs.
ASK INVASIVE QUESTIONS
Ask the client how long they have been thinking about refinancing their home, trading some stock, buying a car-whatever it is you are trying to sell.
This question could potentially elicit a cache of information, so listen carefully.
HOW LONG HAVE YOU BEEN _________ ?
- “How long have you been thinking about buying a Porsche?”
- “How long have you been thinking about this piece of equipment?
- “How long have you been wanting to get into the trading business?”
Say it high
It is important to convey the message that you care about your client and his specific situation. Keep this in mind throughout your questioning.
Other invasive questions:
- “How much money do you have in the stock market, just a ball park?”
- Say in a nonchalant way
- Use hand language to back off
- “How much do you owe on your mortgage right now?”
- “How far are you behind on your credit cards?”
When you ask these questions, remember two things:
1) Each question has its own tonality. (HINT: Minimize it.)
2) Identify a gesture that supports each tonality.
- ONCE YOU’VE QUALIFIED YOUR POTENTIAL CLIENT, YOU WILL HAVE ESTABLISHED:
- Your product is right for him. OR He can afford it.
- If you cannot fulfill both criteria, do not continue your pitch.
Transition to the Presentation
“Well, Based On Everything You Just Told Me, It Sounds Like This Is A Perfect Fit For You.”
THE PRESENTATION
Now it’s time for you to go into the main body of your presentation and it’s going to be short.
Here are some components for the basic structure of your pitch. Be sure to use a script when you do this.
1) In the beginning, a script is a work in progress
2) The body should be no more than a page
3) Each word is crucial, so read it back to yourself 100 times
4) Paint a picture, using comparisons and metaphors
5) Link your good or service to a trustworthy figure
6) Create urgency in the last paragraph
7) Go into a soft close, ending with: sound fair enough?
8) There are three responses, and he’s not expecting to buy
Now, after the pitch, the first thing you’ll do is expect your first “no.”
Embrace it internally and tonally …
Use Deflection!
When you hear “no” for the first time, engage in a process called “deflection.” Put the client’s concern off to the side. Use the exact language pattern below so you can go back and get him to a “10″ in his love of your product.
LANGUAGE PATTERN #1
- “I hear what you are saying, but let me ask you a question.
- Does the idea make sense to you?”
Don’t say that you understand what the client is saying. Instead, say you hear what he is saying.
Also, don’t say “Money aside, does it make sense to you?” The “money aside” should be implicit in your tonality.
QUESTION #1 Þ LOOP #1
Looping
After you deflect the client’s initial refusal, do not directly ask why he is refusing.
Instead, go backward on the line and resell your product.
Your second pitch will be more powerful and bullet-oriented.
- Use the better stuff next
Use the exact words:
LANGUAGE PATTERN #2
- “And let me say this. The true beauty of the program is … ”
EXAMPLE #1
Mistake: You ask, “What kind of work are you doing now and how’s it going for you?”
Solution: Never ask a two-part question. Ask the first part and let the client talk. Then ask the second part as a way of keeping the conversation on track. Beware of open-ended questions like “How’s it going for you?” These can lead to long, lengthy “memoirs” from the client.
EXAMPLE #2
Mistake: The client talks at length about how he loves to hunt and than asks if you like hunting. You politely say no.
Solution: Even if you hate hunting, do NOT say so! Instead say something like, “1 would love to try it someday.” Or, “Once when I was a kid, but l just don’t have the time these days.”
Remember-the client needs to feel like you are just like him.
EXAMPLE #3
Mistake: You ask, “Are you currently invested in the market right now?” but the client has already answered this question earlier in the conversation.
Solution: Do not ask questions that imply that you are reading from a script. That’s a quick way to lose business!
EXAMPLE #4
Mistake: You ask, “Just for suitability purposes, how would you say your current financial situation is right now?”
Solution: When asking questions, try not to come across as the Grand Inquisitor. Instead, make it sound like it’s no big deal.
QUICK REVIEW:
Try making a sad face, which will help your tone sound more empathetic.
Remember, you are just like them!
Imply that you are there to help the client. Therefore, any answers to such an invasive question will be used for his own good.
THREE DIFFERENT RESPONSES TO ANY QUESTION
1) “Things really suck right now.”
- Don’t get stuck in the script and respond with “Okay, great…”
- Take this opportunity to MATCH or ELEVATE his state.
- For example, “Things could be worse” or “I hear you … ”
- Remember to convey that you care!
- Don’t bring the client out of feeling his pain just yet. Think of it as tough love.
- YOU ARE JUST LIKE THEM!
2) “Things are not that great. I’m behind on some of my bills.”
- Again, respond with a bit of an elevated tone.
- “I totally understand. That’s exactly why I called you … ”
- Do NOT say “Oh man, that’s awful!” because you will sound disingenuous.
3) “Things are going well”
- Depending on how upbeat the client’s tone is, try to match it and elevate it to your tonality.
- If he sounds only slightly optimistic, try saying, “Well, you seem to be doing better than most folks.
- If he sounds more upbeat, respond with, “Great, good for you!”
A few tips when asking about money ….
- Always keep a disarming tone.
- Have a “It’s no big deal” attitude.
- Be CASUAL!
Module 08 – The Presentation, Power Of The Three 10′s
Important Tonalities
Scarcity/secret
Certainty
Disarming
- Create a disarming story
- It’s no big deal
Basic Structure of a Pitch
1) In the beginning, a script is a work in progress
2) The body should be no more than a page
3) Each word is crucial, so read it back to yourself 100 times
4) Paint a picture, using comparisons and metaphors
5) Link your good or service to a trustworthy figure
6) Create urgency in the last paragraph
7) Go into a soft close, ending with: sound fair enough?
8) There are three responses, and he’s not expecting to buy
Now, after the pitch, the first thing you’ll do is expect your first “no.”
Embrace it internally and tonally …
The Power of Presupposition
“You’ll make money with it”
- Please! Give me a break –You’ll make money with it
- It’s obvious
Embrace the power of no
Loop #1
Step #1
Product is fantastic
- Must be the best thing since sliced bread
Deflect objections
- “I hear what you are saying, but let me ask you a question.
- Does the idea make sense to you?”
- Do you like the idea?
Pace-Pace-Lead
- Match him at his energy level and then slowly raise the energy
- It’s sounds good
- Exactly!
- Let me says thi
0/5000
Mô-đun 07-nghệ thuật của vòng loại, hỏi những câu hỏi đúngCác câu hỏi thực tế1. xác định của khách hàng "tại sao"2. ghi nhớ câu hỏi theo thứ tự3. yêu cầu sự cho phép để đặt câu hỏiQuá trình chuyển đổiChỉ là một vài câu hỏi nhanh chóng vì vậy tôi không lãng phí thời gian của bạn-Thanh khiết là ở đây để giúp-Quá caoChỉ là một vài câu hỏi nhanh chóng vì vậy tôi có thể phục vụ bạn tốt hơnThanh khiết nên:-Tôi quan tâm,-Đáng tin cậy-Tôi có lợi ích tốt nhất của bạn ở timCác tốc độ trong tương lai với kết quả trướcCÂU HỎI HÌNH ẢNH LỚN1. những gì đã làm bạn muốn/không thích với nó?-Điều này xác định các khách hàng thích và không thích, mà sẽ được sử dụng sau đó tùy chỉnh sân của bạn để đáp ứng nhu cầu cụ thể của khách hàng.-Thường áp dụng cho một sản phẩm mà họ đã sử dụng trước khi-Con người phải trả nhiều hơn cho tuỳ chỉnh2. điều gì sẽ bạn thay đổi hoặc cải thiện với nguồn hiện tại của bạn?-Yêu cầu những gì khách hàng của bạn sẽ thay đổi về tình hình hiện tại của họ.3. điều gì sẽ là nỗi đau lớn nhất của bạn với-Điều này phát hiện ra các vấn đề tình cảm anh/cô ấy có thể đang gặp.-Chú ý gần với câu trả lời. Bạn sẽ sử dụng thông tin này sau đó trong sân của bạn.Mục tiêu cuối cùng của bạn là gì?-Một khi bạn hiểu của khách hàng mục tiêu và mục tiêu, bạn có thể trở thành những người thích hợp cho công việc.Điều gì sẽ là chương trình lý tưởng của bạn?-Yêu cầu khách hàng để như là cụ thể càng tốt về sản phẩm hoặc chương trình.CÂU HỎI CỤ THỂ Trong tất cả những yếu tố này, những gì là quan trọng nhất cho bạn?-Những yếu tố quan trọng nhất cho khách hàng của bạn?-Những gì ông cuối cùng muốn đạt với bạn?Tôi đã yêu cầu về mọi chi tiết đó là quan trọng đối với bạn?-Là có bất cứ điều gì khách hàng của bạn có thể đã mất?-Liệu ông có bất kỳ bổ sung mối quan tâm hoặc câu hỏi cho bạn?-JB không thích câu hỏi nàyCÁCH ĐỂ GIỮ CHO BỘT CỦA BẠN KHÔ!1) không narrate câu trả lời của khách hàng.-Bỏ qua bất kỳ nhận xét nào, bao gồm cả những thể hiện của bạn hoạt động nghe.-Anh không muốn khách hàng cảm thấy thoải mái chỉ được nêu ra.-Hắn nói chuyện mình thành cảm thấy một chút khó chịu.2) "cảm thấy đau đớn của khách hàng."-Để cho khách hàng biết rằng bạn hiểu gripes cụ thể của mình.-Giải thích rằng bạn quan tâm đến câu trả lời của mình và sẽ làm tất cả mọi thứ bạn có thể để giúp anh ta đạt được mục tiêu của mình.3) nghe này!-Nhân viên bán hàng thích nói chuyện. Đây không phải là thời gian cho nó.-Nghe tối thiểu hai lần như nhiều như bạn nói chuyện.-Những gì bạn đang làm là xác định khách hàng của bạn cảm xúc mong muốn và nhu cầu vật chất.ĐẶT CÂU HỎI XÂM LẤNYêu cầu khách hàng, bao lâu họ đã tư duy về tái tài trợ nhà của họ, kinh doanh một số cổ phiếu, mua một chiếc xe-gì nó là bạn đang cố gắng để bán.Câu hỏi này có thể có khả năng elicit một bộ nhớ cache của thông tin, vì vậy lắng nghe một cách cẩn thận.BAO LÂU CÓ BẠN LÀ ___?-"Bao lâu có bạn là suy nghĩ về việc mua xe Porsche?"-"Bao lâu bạn đã suy nghĩ về việc này mảnh thiết bị?-"Bao lâu có bạn mong muốn nhận được vào doanh nghiệp kinh doanh?"Nói nó caoNó là quan trọng để truyền tải thông điệp rằng bạn quan tâm đến khách hàng của bạn và tình hình cụ thể của mình. Ghi nhớ điều này trong suốt của bạn đặt câu hỏi.Các câu hỏi xâm hại khác:-"Bao nhiêu tiền bạn có trong thị trường chứng khoán, chỉ là một công viên bóng?"-Nói một cách nonchalant-Sử dụng ngôn ngữ tay để quay trở lại-"Bao nhiêu làm bạn nợ thế chấp của bạn ngay bây giờ?"-"Làm thế nào đến nay bạn có đằng sau trên thẻ tín dụng của bạn?"Khi bạn hỏi những câu hỏi, hãy nhớ hai điều:1) mỗi câu hỏi có thanh khiết riêng của mình. (Gợi ý: giảm thiểu nó.)2) xác định một cử chỉ hỗ trợ mỗi thanh khiết.-MỘT KHI BẠN ĐÃ ĐỦ ĐIỀU KIỆN KHÁCH HÀNG TIỀM NĂNG CỦA BẠN, BẠN SẼ CÓ THÀNH LẬP:-Sản phẩm của bạn là phù hợp với anh ta. HOẶC ông có thể đủ tiền mua.-Nếu bạn không thể hoàn thành cả hai tiêu chuẩn, không tiếp tục sân của bạn. Chuyển đổi sang trình bày"Vâng, dựa trên tất cả mọi thứ bạn chỉ cần nói với tôi, nó âm thanh như thế này một hoàn hảo phù hợp cho bạn."TRÌNH BÀYBây giờ đó là thời gian để bạn có thể đi vào lực lượng chính của trình bày của bạn và nó sẽ được ngắn.Dưới đây là một số thành phần cho cấu trúc cơ bản của sân của bạn. Hãy chắc chắn sử dụng kịch bản một khi bạn làm điều này.1) vào đầu, một kịch bản là một công việc trong tiến trình2) cơ thể nên không có nhiều hơn một trang3) mỗi từ là rất quan trọng, vì vậy, đọc nó trở lại để mình 100 lần4) vẽ một bức tranh, bằng cách sử dụng ẩn dụ và so sánh5) liên kết tốt của bạn hoặc dịch vụ cho một con số đáng tin cậy6) tạo ra mức độ khẩn cấp trong đoạn cuối7) đi vào một đóng mềm, kết thúc với: âm thanh công bằng đủ?8) có ba phản ứng, và ông không phải dự kiến sẽ muaBây giờ, sau khi Sân, việc đầu tiên bạn sẽ làm là mong đợi của bạn đầu tiên "không."Nắm lấy nó trong nội bộ và tonally...Sử dụng độ lệch!Khi bạn nghe thấy "không" cho lần đầu tiên, tham gia vào một quá trình được gọi là "lệch." Bỏ mối quan tâm của khách hàng sang một bên. Sử dụng các mô hình chính xác ngôn ngữ dưới đây để bạn có thể quay lại và đưa anh ta tới một 10"trong tình yêu của sản phẩm của bạn.NGÔN NGỮ MÔ HÌNH #1-"Tôi nghe những gì bạn đang nói, nhưng hãy để tôi hỏi bạn một câu hỏi.-Có ý tưởng làm cho tinh thần cho bạn? "Không nói rằng bạn hiểu những gì các khách hàng nói. Thay vào đó, nói bạn nghe những gì anh ta nói.Ngoài ra, không nói "tiền sang một bên, nó có ý nghĩa cho bạn?" "Số tiền dành" nên được tiềm ẩn trong âm giai của bạn.CÂU HỎI #1 Þ LOOP #1LoopingSau khi bạn làm chệch hướng ban đầu của khách hàng từ chối, không trực tiếp hỏi tại sao ông từ chối.Thay vào đó, đi ngược dòng và bán sản phẩm của bạn.Sân thứ hai của bạn sẽ mạnh mẽ hơn và đạn theo định hướng.-Sử dụng các công cụ tốt hơn tiếp theoSử dụng các từ chính xác:NGÔN NGỮ MÔ HÌNH #2-"Và cho tôi nói điều này. Vẻ đẹp thực sự của chương trình là... ”VÍ DỤ #1Sai lầm: Bạn yêu cầu, "những loại công việc đang bạn làm bây giờ và làm thế nào nó sẽ cho bạn?"Giải pháp: Không bao giờ yêu cầu một câu hỏi hai phần. Yêu cầu phần đầu tiên và để cho các khách hàng nói chuyện. Sau đó yêu cầu một phần thứ hai như một cách để giữ cuộc đàm thoại về ca khúc. Hãy cẩn thận của câu hỏi mở như "Làm thế nào nó sẽ cho bạn?" Đây có thể dẫn đến dài, dài "hồi ký" từ khách hàng.VÍ DỤ #2Sai lầm: Khách hàng nói lúc chiều dài về làm thế nào ông yêu thương để săn và hơn yêu cầu nếu bạn thích săn bắn. Bạn một cách lịch sự nói "không".Giải pháp: ngay cả khi bạn ghét săn bắn, không nói như vậy! Thay vào đó nói cái gì như, "1 rất thích thử nó một ngày nào đó." Hoặc, "Một khi khi tôi còn là một đứa trẻ, nhưng l chỉ không có thời gian những ngày này."Hãy nhớ-các khách hàng cần phải cảm thấy như bạn đang giống như anh ta.VÍ DỤ #3Sai lầm: Bạn yêu cầu, "Được bạn hiện đang đầu tư vào thị trường ngay bây giờ?" nhưng các khách hàng đã trả lời câu hỏi này trước đó trong cuộc đàm thoại.Giải pháp: Không đặt câu hỏi mà ngụ ý rằng bạn đang đọc từ một kịch bản. Đó là một cách nhanh chóng để mất kinh doanh!VÍ DỤ #4Sai lầm: Bạn yêu cầu, "Just for phù hợp mục đích, làm thế nào bạn sẽ nói tình hình tài chính hiện tại của bạn là ngay bây giờ?"Giải pháp: Khi đặt câu hỏi, cố gắng không để đi qua như Grand Inquisitor. Thay vào đó, làm cho nó âm thanh như không có vấn đề lớn.NHANH CHÓNG ĐÁNH GIÁ:Hãy thử làm một khuôn mặt buồn, mà sẽ giúp bạn giai điệu âm thanh hơn cảm.Hãy nhớ rằng, bạn đang giống như họ!Ngụ ý rằng bạn đang có để giúp các khách hàng. Vì vậy, bất kỳ câu trả lời cho một câu hỏi xâm lấn sẽ được sử dụng cho tốt của riêng mình.BA PHẢN ỨNG KHÁC NHAU CHO BẤT KỲ CÂU HỎI1) "những điều thực sự suck ngay bây giờ."-Không gặp khó khăn trong kịch bản và đáp ứng với "Okay, tuyệt vời..."-Lấy cơ hội này để phù hợp hoặc nâng cao nhà nước của ông.-Ví dụ, "Những điều có thể là tồi tệ hơn" hoặc "tôi nghe bạn... ”-Nhớ để truyền đạt rằng bạn quan tâm!-Không mang lại cho khách hàng ra khỏi cảm giác đau đớn của ông chỉ được nêu ra. Nghĩ về nó như là tình yêu khó khăn.-BẠN ĐANG GIỐNG NHƯ HỌ!2) "things are không phải là tuyệt vời. Tôi đằng sau một số hóa đơn của tôi."-Lần nữa, đáp ứng với một chút của một giai điệu cao.-"Tôi hoàn toàn hiểu. Đó là chính xác lý do tại sao tôi gọi là bạn... ”-Đừng nói "Oh người đàn ông, đó là khủng khiếp!" bởi vì bạn sẽ âm thanh không thành thật.3) "thứ đang tiến triển tốt"-Tùy thuộc vào giai điệu lạc quan như thế nào của khách hàng là, cố gắng để phù hợp với nó và nâng cao để thanh khiết của bạn.-Nếu ông chỉ có vẻ một chút lạc quan, cố gắng nói, "Vâng, bạn dường như đang làm tốt hơn so với nhiều người.-Nếu ông có vẻ lạc quan hơn, đáp ứng với, "Tuyệt vời, tốt cho bạn!"Một vài lời khuyên khi yêu cầu về tiền bạc...-Luôn luôn giữ một giai điệu disarming.-Có một thái độ "Nó là không có vấn đề lớn".-Bình thường!Mô-đun 08-trình bày, sức mạnh của ba số 10Quan trọng TonalitiesSự khan hiếm/bí mậtChắc chắnGiải giáp-Tạo ra một câu chuyện disarming-Đó là không có việc lớnCác cấu trúc cơ bản của một sân1) vào đầu, một kịch bản là một công việc trong tiến trình2) cơ thể nên không có nhiều hơn một trang3) mỗi từ là rất quan trọng, vì vậy, đọc nó trở lại để mình 100 lần4) vẽ một bức tranh, bằng cách sử dụng ẩn dụ và so sánh5) liên kết tốt của bạn hoặc dịch vụ cho một con số đáng tin cậy6) tạo ra mức độ khẩn cấp trong đoạn cuối7) đi vào một đóng mềm, kết thúc với: âm thanh công bằng đủ?8) có ba phản ứng, và ông không phải dự kiến sẽ muaBây giờ, sau khi Sân, việc đầu tiên bạn sẽ làm là mong đợi của bạn đầu tiên "không."Nắm lấy nó trong nội bộ và tonally...Sức mạnh của Presupposition"Bạn sẽ kiếm tiền với nó"-Xin vui lòng! Cho tôi xin đi-bạn sẽ kiếm tiền với nó-Nó là rõ ràngNắm lấy sức mạnh của không cóLoop #1Bước #1Sản phẩm là tuyệt vời-Phải là điều tốt nhất kể từ khi thái lát bánh mìLàm chệch hướng phản đối-"Tôi nghe những gì bạn đang nói, nhưng hãy để tôi hỏi bạn một câu hỏi.-Có ý tưởng làm cho tinh thần cho bạn? "-Bạn có thích ý tưởng?Tốc độ tốc độ dẫn đầu-Phù hợp với anh ta tại trình độ năng lượng của mình và sau đó từ từ tăng năng lượng-Đó là âm thanh tốt-Chính xác!-Hãy để tôi nói thi
đang được dịch, vui lòng đợi..
Module 07 – Art Of Qualifying, Asking The Right Questions
The Actual Questions
1. Identify The Client’s “Why”
2. Memorize Questions In Order
3. Ask Permission To Ask Questions
Transitions
Just a couple of quick questions so I don’t waste your time
- Tonality is here to help
- So high
Just a couple of quick questions so I can better serve you
Tonality should be:
- I care,
- Trustworthy
- I have your best interests at heart
Future pace with results in advance
BIG PICTURE QUESTIONS
1. What did you like/dislike with it?
- This identifies the client’s likes and dislikes, which will be used later on to customize your pitch to meet the client’s specific needs.
- Typically applies to a product that they have used before
- People pay more for customisation
2. What would you change or improve with your current source?
- Ask what your client would change about their current situation.
3. What’s your biggest headache with
- This uncovers the emotional problems he/she might be experiencing.
- Pay close attention to the answer. You will use this information later in your pitch.
What’s your ultimate objective?
- Once you understand your client’s goals and objectives, you can become the right person for the job.
What would be your ideal program?
- Ask the client to be as specific as possible in terms of the product or program.
SPECIFIC QUESTIONS
Of all the factors, what’s most important to you?
- What factors are most important to your client?
- What is he ultimately trying to accomplish with you?
Have I asked about every detail that’s important to you?
- Is there anything your client might have missed?
- Does he have any additional concerns or questions for you?
- JB doesn’t like this question
WAYS TO KEEP YOUR POWDER DRY!
1) Do not narrate the client’s answers.
- Leave out any comments, including those that demonstrate your active listening.
- You don’t want the client to feel relaxed just yet.
- Let him talk himself into feeling a little uneasy.
2) “Feel the client’s pain.”
- Let the client know that you understand his specific gripes.
- Explain that you care about his answers and will do everything you can to help him reach his goals.
3) Listen!
- Salespeople love to talk. This is not the time for it.
- Listen at least twice as much as you talk.
- What you’re doing is identifying your client’s emotional wants and physical needs.
ASK INVASIVE QUESTIONS
Ask the client how long they have been thinking about refinancing their home, trading some stock, buying a car-whatever it is you are trying to sell.
This question could potentially elicit a cache of information, so listen carefully.
HOW LONG HAVE YOU BEEN _________ ?
- “How long have you been thinking about buying a Porsche?”
- “How long have you been thinking about this piece of equipment?
- “How long have you been wanting to get into the trading business?”
Say it high
It is important to convey the message that you care about your client and his specific situation. Keep this in mind throughout your questioning.
Other invasive questions:
- “How much money do you have in the stock market, just a ball park?”
- Say in a nonchalant way
- Use hand language to back off
- “How much do you owe on your mortgage right now?”
- “How far are you behind on your credit cards?”
When you ask these questions, remember two things:
1) Each question has its own tonality. (HINT: Minimize it.)
2) Identify a gesture that supports each tonality.
- ONCE YOU’VE QUALIFIED YOUR POTENTIAL CLIENT, YOU WILL HAVE ESTABLISHED:
- Your product is right for him. OR He can afford it.
- If you cannot fulfill both criteria, do not continue your pitch.
Transition to the Presentation
“Well, Based On Everything You Just Told Me, It Sounds Like This Is A Perfect Fit For You.”
THE PRESENTATION
Now it’s time for you to go into the main body of your presentation and it’s going to be short.
Here are some components for the basic structure of your pitch. Be sure to use a script when you do this.
1) In the beginning, a script is a work in progress
2) The body should be no more than a page
3) Each word is crucial, so read it back to yourself 100 times
4) Paint a picture, using comparisons and metaphors
5) Link your good or service to a trustworthy figure
6) Create urgency in the last paragraph
7) Go into a soft close, ending with: sound fair enough?
8) There are three responses, and he’s not expecting to buy
Now, after the pitch, the first thing you’ll do is expect your first “no.”
Embrace it internally and tonally …
Use Deflection!
When you hear “no” for the first time, engage in a process called “deflection.” Put the client’s concern off to the side. Use the exact language pattern below so you can go back and get him to a “10″ in his love of your product.
LANGUAGE PATTERN #1
- “I hear what you are saying, but let me ask you a question.
- Does the idea make sense to you?”
Don’t say that you understand what the client is saying. Instead, say you hear what he is saying.
Also, don’t say “Money aside, does it make sense to you?” The “money aside” should be implicit in your tonality.
QUESTION #1 Þ LOOP #1
Looping
After you deflect the client’s initial refusal, do not directly ask why he is refusing.
Instead, go backward on the line and resell your product.
Your second pitch will be more powerful and bullet-oriented.
- Use the better stuff next
Use the exact words:
LANGUAGE PATTERN #2
- “And let me say this. The true beauty of the program is … ”
EXAMPLE #1
Mistake: You ask, “What kind of work are you doing now and how’s it going for you?”
Solution: Never ask a two-part question. Ask the first part and let the client talk. Then ask the second part as a way of keeping the conversation on track. Beware of open-ended questions like “How’s it going for you?” These can lead to long, lengthy “memoirs” from the client.
EXAMPLE #2
Mistake: The client talks at length about how he loves to hunt and than asks if you like hunting. You politely say no.
Solution: Even if you hate hunting, do NOT say so! Instead say something like, “1 would love to try it someday.” Or, “Once when I was a kid, but l just don’t have the time these days.”
Remember-the client needs to feel like you are just like him.
EXAMPLE #3
Mistake: You ask, “Are you currently invested in the market right now?” but the client has already answered this question earlier in the conversation.
Solution: Do not ask questions that imply that you are reading from a script. That’s a quick way to lose business!
EXAMPLE #4
Mistake: You ask, “Just for suitability purposes, how would you say your current financial situation is right now?”
Solution: When asking questions, try not to come across as the Grand Inquisitor. Instead, make it sound like it’s no big deal.
QUICK REVIEW:
Try making a sad face, which will help your tone sound more empathetic.
Remember, you are just like them!
Imply that you are there to help the client. Therefore, any answers to such an invasive question will be used for his own good.
THREE DIFFERENT RESPONSES TO ANY QUESTION
1) “Things really suck right now.”
- Don’t get stuck in the script and respond with “Okay, great…”
- Take this opportunity to MATCH or ELEVATE his state.
- For example, “Things could be worse” or “I hear you … ”
- Remember to convey that you care!
- Don’t bring the client out of feeling his pain just yet. Think of it as tough love.
- YOU ARE JUST LIKE THEM!
2) “Things are not that great. I’m behind on some of my bills.”
- Again, respond with a bit of an elevated tone.
- “I totally understand. That’s exactly why I called you … ”
- Do NOT say “Oh man, that’s awful!” because you will sound disingenuous.
3) “Things are going well”
- Depending on how upbeat the client’s tone is, try to match it and elevate it to your tonality.
- If he sounds only slightly optimistic, try saying, “Well, you seem to be doing better than most folks.
- If he sounds more upbeat, respond with, “Great, good for you!”
A few tips when asking about money ….
- Always keep a disarming tone.
- Have a “It’s no big deal” attitude.
- Be CASUAL!
Module 08 – The Presentation, Power Of The Three 10′s
Important Tonalities
Scarcity/secret
Certainty
Disarming
- Create a disarming story
- It’s no big deal
Basic Structure of a Pitch
1) In the beginning, a script is a work in progress
2) The body should be no more than a page
3) Each word is crucial, so read it back to yourself 100 times
4) Paint a picture, using comparisons and metaphors
5) Link your good or service to a trustworthy figure
6) Create urgency in the last paragraph
7) Go into a soft close, ending with: sound fair enough?
8) There are three responses, and he’s not expecting to buy
Now, after the pitch, the first thing you’ll do is expect your first “no.”
Embrace it internally and tonally …
The Power of Presupposition
“You’ll make money with it”
- Please! Give me a break –You’ll make money with it
- It’s obvious
Embrace the power of no
Loop #1
Step #1
Product is fantastic
- Must be the best thing since sliced bread
Deflect objections
- “I hear what you are saying, but let me ask you a question.
- Does the idea make sense to you?”
- Do you like the idea?
Pace-Pace-Lead
- Match him at his energy level and then slowly raise the energy
- It’s sounds good
- Exactly!
- Let me says thi
The Actual Questions
1. Identify The Client’s “Why”
2. Memorize Questions In Order
3. Ask Permission To Ask Questions
Transitions
Just a couple of quick questions so I don’t waste your time
- Tonality is here to help
- So high
Just a couple of quick questions so I can better serve you
Tonality should be:
- I care,
- Trustworthy
- I have your best interests at heart
Future pace with results in advance
BIG PICTURE QUESTIONS
1. What did you like/dislike with it?
- This identifies the client’s likes and dislikes, which will be used later on to customize your pitch to meet the client’s specific needs.
- Typically applies to a product that they have used before
- People pay more for customisation
2. What would you change or improve with your current source?
- Ask what your client would change about their current situation.
3. What’s your biggest headache with
- This uncovers the emotional problems he/she might be experiencing.
- Pay close attention to the answer. You will use this information later in your pitch.
What’s your ultimate objective?
- Once you understand your client’s goals and objectives, you can become the right person for the job.
What would be your ideal program?
- Ask the client to be as specific as possible in terms of the product or program.
SPECIFIC QUESTIONS
Of all the factors, what’s most important to you?
- What factors are most important to your client?
- What is he ultimately trying to accomplish with you?
Have I asked about every detail that’s important to you?
- Is there anything your client might have missed?
- Does he have any additional concerns or questions for you?
- JB doesn’t like this question
WAYS TO KEEP YOUR POWDER DRY!
1) Do not narrate the client’s answers.
- Leave out any comments, including those that demonstrate your active listening.
- You don’t want the client to feel relaxed just yet.
- Let him talk himself into feeling a little uneasy.
2) “Feel the client’s pain.”
- Let the client know that you understand his specific gripes.
- Explain that you care about his answers and will do everything you can to help him reach his goals.
3) Listen!
- Salespeople love to talk. This is not the time for it.
- Listen at least twice as much as you talk.
- What you’re doing is identifying your client’s emotional wants and physical needs.
ASK INVASIVE QUESTIONS
Ask the client how long they have been thinking about refinancing their home, trading some stock, buying a car-whatever it is you are trying to sell.
This question could potentially elicit a cache of information, so listen carefully.
HOW LONG HAVE YOU BEEN _________ ?
- “How long have you been thinking about buying a Porsche?”
- “How long have you been thinking about this piece of equipment?
- “How long have you been wanting to get into the trading business?”
Say it high
It is important to convey the message that you care about your client and his specific situation. Keep this in mind throughout your questioning.
Other invasive questions:
- “How much money do you have in the stock market, just a ball park?”
- Say in a nonchalant way
- Use hand language to back off
- “How much do you owe on your mortgage right now?”
- “How far are you behind on your credit cards?”
When you ask these questions, remember two things:
1) Each question has its own tonality. (HINT: Minimize it.)
2) Identify a gesture that supports each tonality.
- ONCE YOU’VE QUALIFIED YOUR POTENTIAL CLIENT, YOU WILL HAVE ESTABLISHED:
- Your product is right for him. OR He can afford it.
- If you cannot fulfill both criteria, do not continue your pitch.
Transition to the Presentation
“Well, Based On Everything You Just Told Me, It Sounds Like This Is A Perfect Fit For You.”
THE PRESENTATION
Now it’s time for you to go into the main body of your presentation and it’s going to be short.
Here are some components for the basic structure of your pitch. Be sure to use a script when you do this.
1) In the beginning, a script is a work in progress
2) The body should be no more than a page
3) Each word is crucial, so read it back to yourself 100 times
4) Paint a picture, using comparisons and metaphors
5) Link your good or service to a trustworthy figure
6) Create urgency in the last paragraph
7) Go into a soft close, ending with: sound fair enough?
8) There are three responses, and he’s not expecting to buy
Now, after the pitch, the first thing you’ll do is expect your first “no.”
Embrace it internally and tonally …
Use Deflection!
When you hear “no” for the first time, engage in a process called “deflection.” Put the client’s concern off to the side. Use the exact language pattern below so you can go back and get him to a “10″ in his love of your product.
LANGUAGE PATTERN #1
- “I hear what you are saying, but let me ask you a question.
- Does the idea make sense to you?”
Don’t say that you understand what the client is saying. Instead, say you hear what he is saying.
Also, don’t say “Money aside, does it make sense to you?” The “money aside” should be implicit in your tonality.
QUESTION #1 Þ LOOP #1
Looping
After you deflect the client’s initial refusal, do not directly ask why he is refusing.
Instead, go backward on the line and resell your product.
Your second pitch will be more powerful and bullet-oriented.
- Use the better stuff next
Use the exact words:
LANGUAGE PATTERN #2
- “And let me say this. The true beauty of the program is … ”
EXAMPLE #1
Mistake: You ask, “What kind of work are you doing now and how’s it going for you?”
Solution: Never ask a two-part question. Ask the first part and let the client talk. Then ask the second part as a way of keeping the conversation on track. Beware of open-ended questions like “How’s it going for you?” These can lead to long, lengthy “memoirs” from the client.
EXAMPLE #2
Mistake: The client talks at length about how he loves to hunt and than asks if you like hunting. You politely say no.
Solution: Even if you hate hunting, do NOT say so! Instead say something like, “1 would love to try it someday.” Or, “Once when I was a kid, but l just don’t have the time these days.”
Remember-the client needs to feel like you are just like him.
EXAMPLE #3
Mistake: You ask, “Are you currently invested in the market right now?” but the client has already answered this question earlier in the conversation.
Solution: Do not ask questions that imply that you are reading from a script. That’s a quick way to lose business!
EXAMPLE #4
Mistake: You ask, “Just for suitability purposes, how would you say your current financial situation is right now?”
Solution: When asking questions, try not to come across as the Grand Inquisitor. Instead, make it sound like it’s no big deal.
QUICK REVIEW:
Try making a sad face, which will help your tone sound more empathetic.
Remember, you are just like them!
Imply that you are there to help the client. Therefore, any answers to such an invasive question will be used for his own good.
THREE DIFFERENT RESPONSES TO ANY QUESTION
1) “Things really suck right now.”
- Don’t get stuck in the script and respond with “Okay, great…”
- Take this opportunity to MATCH or ELEVATE his state.
- For example, “Things could be worse” or “I hear you … ”
- Remember to convey that you care!
- Don’t bring the client out of feeling his pain just yet. Think of it as tough love.
- YOU ARE JUST LIKE THEM!
2) “Things are not that great. I’m behind on some of my bills.”
- Again, respond with a bit of an elevated tone.
- “I totally understand. That’s exactly why I called you … ”
- Do NOT say “Oh man, that’s awful!” because you will sound disingenuous.
3) “Things are going well”
- Depending on how upbeat the client’s tone is, try to match it and elevate it to your tonality.
- If he sounds only slightly optimistic, try saying, “Well, you seem to be doing better than most folks.
- If he sounds more upbeat, respond with, “Great, good for you!”
A few tips when asking about money ….
- Always keep a disarming tone.
- Have a “It’s no big deal” attitude.
- Be CASUAL!
Module 08 – The Presentation, Power Of The Three 10′s
Important Tonalities
Scarcity/secret
Certainty
Disarming
- Create a disarming story
- It’s no big deal
Basic Structure of a Pitch
1) In the beginning, a script is a work in progress
2) The body should be no more than a page
3) Each word is crucial, so read it back to yourself 100 times
4) Paint a picture, using comparisons and metaphors
5) Link your good or service to a trustworthy figure
6) Create urgency in the last paragraph
7) Go into a soft close, ending with: sound fair enough?
8) There are three responses, and he’s not expecting to buy
Now, after the pitch, the first thing you’ll do is expect your first “no.”
Embrace it internally and tonally …
The Power of Presupposition
“You’ll make money with it”
- Please! Give me a break –You’ll make money with it
- It’s obvious
Embrace the power of no
Loop #1
Step #1
Product is fantastic
- Must be the best thing since sliced bread
Deflect objections
- “I hear what you are saying, but let me ask you a question.
- Does the idea make sense to you?”
- Do you like the idea?
Pace-Pace-Lead
- Match him at his energy level and then slowly raise the energy
- It’s sounds good
- Exactly!
- Let me says thi
đang được dịch, vui lòng đợi..
Các ngôn ngữ khác
Hỗ trợ công cụ dịch thuật: Albania, Amharic, Anh, Armenia, Azerbaijan, Ba Lan, Ba Tư, Bantu, Basque, Belarus, Bengal, Bosnia, Bulgaria, Bồ Đào Nha, Catalan, Cebuano, Chichewa, Corsi, Creole (Haiti), Croatia, Do Thái, Estonia, Filipino, Frisia, Gael Scotland, Galicia, George, Gujarat, Hausa, Hawaii, Hindi, Hmong, Hungary, Hy Lạp, Hà Lan, Hà Lan (Nam Phi), Hàn, Iceland, Igbo, Ireland, Java, Kannada, Kazakh, Khmer, Kinyarwanda, Klingon, Kurd, Kyrgyz, Latinh, Latvia, Litva, Luxembourg, Lào, Macedonia, Malagasy, Malayalam, Malta, Maori, Marathi, Myanmar, Mã Lai, Mông Cổ, Na Uy, Nepal, Nga, Nhật, Odia (Oriya), Pashto, Pháp, Phát hiện ngôn ngữ, Phần Lan, Punjab, Quốc tế ngữ, Rumani, Samoa, Serbia, Sesotho, Shona, Sindhi, Sinhala, Slovak, Slovenia, Somali, Sunda, Swahili, Séc, Tajik, Tamil, Tatar, Telugu, Thái, Thổ Nhĩ Kỳ, Thụy Điển, Tiếng Indonesia, Tiếng Ý, Trung, Trung (Phồn thể), Turkmen, Tây Ban Nha, Ukraina, Urdu, Uyghur, Uzbek, Việt, Xứ Wales, Yiddish, Yoruba, Zulu, Đan Mạch, Đức, Ả Rập, dịch ngôn ngữ.
- Điểm mạnh của tôi là nhiệt tình, n
- Đói quá
- pour it yourself
- The purpose of mouth-to-mouth resuscitat
- IT EFFECTIVE ENOUGH TO REVERSE A PERSON'
- I slept late yesterday to recover from i
- Ưu điểm của quảng cáo banner là nhà quản
- Sự tin tưởng là nhân tố then chốt tạo nê
- hướng dẫn sử dụng:- rửa sạch mặt trước k
- this is being expanded into database mar
- CUỘC THI TRÌNH DIỄN BARTENDER
- hi yourself.. Speaking of which I need s
- những gánh nặng
- Mặc theo thần tượng hoàn toàn không phải
- The structural increase is therefore on
- The US has the best education in the wor
- Cảm ơn tôi đã ăn rồi
- The United States is a country of immigr
- The structural increase is therefore on
- Ăn mặc theo thần tượng hoàn toàn không p
- The United States is a country of immigr
- bạn sinh năm bao nhiêu
- arrow
- có 5 loại phụ âm trong 5 cột
