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