It Seems Like You…

It seems like you... What's your talk ratio? When you’re selling that is. Is it 50:50? Or do you talk more. It really ought to be skewed more to the customer talking if you’re in explore mode and here’s a neat tip to help. Rather than keep on questioning, use the “it seems like you...”. Pause and wait for their response You'll be amazed. In explore mode, you should be operating at Parato’s law 80:20 - that's you speaking at 20% by the way.

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One of the best questions to ask a customer

I heard this question this week. “Who’s at home supporting you?” The context can be in most B2C situations where you’re fact-finding with a customer establishing their needs and wants surrounding your product or service. It’s a great question to ask at the beginning to establish a grounded conversation. Can be asked to both partners in a family situation, its gender neutral. It begins to build rapport. It shows empathy for someone’s family situation. It’s particularly good to use if you’re advising on some form of protection for a loan…

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