We need to understand why we say what we say, and when to say it.
Everything we say has to make sense to the client. We need to understand that we are salespeople and with this title comes a stereotype that we need to learn to embrace and overcome by getting to know our clients on their terms.
Realize, most all of our clients have a huge lack of trust which creates a very high degree of sales resistance, even with a lead and an appointment. Think about this. Your client received a card or letter in the mail offering information about how to pay for their final expenses. They write their name, address and phone number on the card and drop it in the mail. Several days later they get a phone call or a knock on their door from a total stranger offering to explain the details of this program. Wouldn’t you be a little skeptical?
Our clients are constantly evaluating everything we say and do with the question of: “What’s in it for me?”
What you will learn from this audio presentation:
The importance of being appropriate.
How to develop commonality.
How to show competency.
How to earn credibility.
The effects of body language.
How to politely take control of the home.
