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How to get prospects talking

One of the toughest challenges for a lot of sales folks is getting the conversation started.

Here are my three silver bullets...

Silence...

  • Is Bob there? ...
  • You some information on a pre-approval from our website. What/Where are you thinking about buying?... Have you started looking at homes?...
  • A couple of months ago you inquired about refinancing. Did you get that refi done?

Calibrated questions (open-ended questions)

  • Chris Voss - Never Split the Difference
  • Use How?, What?, Why? questions. Eliminate yes and no answers
    • How are you planning on...
    • What do you do for a living...
    • Why haven't you considered owning a home before...
  • Get them solving problems

Active listening

  • Test themes and then listen to see if they resonate
  • Acknowledge and confirm their opinions, perspectives, and fears
  • Take notes and identify key anchors and themes
  • Build on their dialogue to lead them down your straight line script