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o Pre-planning:
Do I have a reasonable understanding of my prospect and their needs?
What preparation can I do to learn more about their Primary Interest
and Dominate Buying Motives?
_________________________________________________________________________________
_________________________________________________________________________________
o Attention:
Relationship: __________________________________________________________________
Service: __________________________________________________________________
Results: &n
bsp; __________________________________________________________________
Information: __________________________________________________________________
o Interest:
Speaking in general terms without all the details, I briefly re-live a
few scenarios describing the symptoms of the challenges I think my
prospect is facing. This captures their interest by causing them to
think, “I have some of those same challenges”. I then get a conversation started by asking if they can relate to any of these. If not, I ask what are some of the areas they are looking for better results. This will begin a needs assessment discussion. I thank them taking the time to share with me. Then,
I let them know I now have a better understanding their situation by
rephrasing their desire for better results in my own words.
o Conviction: By
this point, I have begun earning their respect and they are now
thinking, what solutions can I provide them with? I must now begin to
tell them how I think I can help them so they will want to meet and
hear what I have to offer.
o Desire:
While people may recognize the need to change, their desire to take
action may not be strong enough yet to over come all their reasons or
objections for not taking the time to meet. This is where I tell the success story of a customer who has implemented these suggestions. I give specific details of their success without divulging private information. I
also have the option of “taking away” the offer to meet by saying
something like, “you may not be ready to begin working with an advisor
who isn’t compensated by selling you more.”
o Close: The “close” or commitment from the customer to schedule
time to meet is best lead up to by using progressive trial closes questions like:
Ø How does this sound to you?
Ø Would you like to achieve similar results?
Ø =2
0How soon do you want to get started?
Ø Great, how soon would you like to meet?
o Partnering: Partnering is the step where both parties respect each other so their ideas and solutions flow freely. However,
never forget, whenever you are attempting to introduce a new idea that
threatens the statuesque, you must never assume you can just ask for
the commitment. It is best to always ask
questions20to determine where they are in the seven steps so you will
know which step they are on and know where you should begin.
BDS Institute ♦ Wes Holsapple, II
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7 Steps to Setting Quality Business Appointments
