4d ago in General discussion
WHY YOU'RE LOSING YOUR PROSPECT 馃憞馃徏
ARE YOU HELPING YOUR PROSPECT TO UNDERSTAND?
Let me explain馃憞馃徏
I hope that you guys are out there crushing it today. I woke up this morning to a great post from which inspired this insight today. I want to talk about the 4 most common ways people learn things and how you can use this information when talking to a prospect in a discovery call rather your setting or closing the prospect.
How do people learn/absorb information?
Typically it's from 4 different ways: Visual, Auditory, Reading & Writing, Kinesthetic
Now I'm not going to go too deep about this but if you want me to drop a link to the more in-depth understanding of it then drop down below out of the 4 what type of learner you are 馃挭馃徑
A question you can ask your prospect when on the call after building report with them:
"John out of curiosity are you the type of person when you go on holiday/vacation that you like to plan out the whole itinerary for everyone, prefer someone else to plan it out and just tell you what's happening, or just the type to book the trip just because it sounds like it'll be a fun time and figure out what to do when you get there?"
Why am I asking this question?
Type A Person: Likes to plan everything out and know the details so they need to be involved
Type B Person: They don't have to be in control but they do have to be convinced
Type C Person: Don't need to know or see anything to make a decision as long as it sounds good
How will this help you on a call/demo?
Type A Person: You will need to go over everything and make sure they have a full grasp about the product, service, and the steps involved before they are ready to make a decision. Think of this as your LOGIC based buyer.
Type B Person: They don't need to see every detail about the product and service but they need a general overview to know enough and will need more of a VALUE and EMOTION based selling to get them to buy.
Type C Person: They don't need much when it comes to details but just a lot of selling them on the dream, the benefits, and can more than likely win them on rapport building.
Take a look at this and think about the people in your life and the last time you tried to convince someone to do something. Which personality Type were they? Did you try to "sell" them correctly or did you use Type C selling for a Type A person?
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WHY YOU'RE LOSING YOUR PROSPECT 馃憞馃徏
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