MichaelSullivan
Sales Specialist
/ Moderator
Dec 2, 2009, 8:46 AM
Post #1 of 1
(3676 views)
Shortcut
|
By Michael P. Sullivan
50-Plus Communications Consulting: www.graymoney.biz
You only get one chance to make a first impression. You only get one chance to put your best foot forward and establish the right tone for everything that follows. Our training workshops for retirement home sales and service staffs show attendees the importance of adding value by connecting emotionally with prospects in the early stages of the sales and service process.
Here are a number of questions that show the prospect you are interested in him or her.
The idea is to ask questions conversationally, not as if you are filling out a form.
A good way to get more information on a topic is simply to say, “Tell me more about that.”
Family and Friends
Tell me about your family.
Do you have any children? Are they married? Do they have any children? Where do they live?
Do you have any brothers or sisters? Are they older or younger than you? Where do they live?
Are your parents still living? Where do they live?
Life Experience
Have you lived in this area all your life? Where did you grow up?
(For retirees) What did you do when you were working?
(For non-retirees) What did you do before your current job?
How did you come to be so successful?
Feelings
(First time or infrequent clients) What brings you here today?
What are your concerns?
How are things going with you these days?
What is important to you about money?
Passions
What is important to you?
What really excites you?
What are you passionate about?
Activities and Interests
What do you like to do?
Personal Health/Spouse Health
How is your health these days?
How is your wife’s/husband’s health?
LATER MEETINGS/CONVERSATIONS
Children/Grandchildren
What’s going on with your children?
What’s going on with your grandchildren? What are they doing now?
Job/Career
What’s new with your job?
How are things going at work?
How is your wife’s/husband’s job going?
How is your business going?
Parents/Grandparents
How are your parents/grandparents doing?
How are your wife’s/husband’s parents/grandparents doing?
Recent Events
What is going on in your life?
Questions like these lay a foundation for sales now and in the future with the prospect and everyone he or she knows or meets. Mature adults who are emotionally connected to you will seek out opportunities to mention your name and make referrals.
By Michael P. Sullivan, President, 50-Plus Communications Consulting, Charlotte, North Carolina, (704) 554-7863. Mike consults and trains staff at retirement facilities, home care living firms, financial services and health care organizations. His book, “101 Easy Ways to Increase Business with Boomerplus Clients” is available on his website, www.graymoney.biz. Contact him at mps50plus@aol.com.
---
(This post was edited by MichaelSullivan on Dec 2, 2009, 8:57 AM)
|
MAIN
SEARCH
WHO'S 
LOG 