Dr. Len Schwartz- The One Question You Should Ask Prospects To Determine If They Are Interested (So You Don’t Waste Your Time!)
Hello, my name is Dr. Len, and today’s topic is sales.
More precisely, I’d like to ask you a question that will help you decide if you should keep talking to a prospect (about your product/service) or tell them to call you back when they’re ready to get started. This will save you a significant amount of time.
If you’ve been following me for a while, you’re aware that I teach how to become a great Opener, rather than a hard closer, who tries to compel or persuade people. That almost never works.
So, what is this one question that I always ask – and that I strongly advise you to ask – at the start of your meetings with prospects?
“Bob, by when do you want to get ______(desired result)?” it goes like this.
You continue speaking even if someone says, “Right now.”
Say “Feel free to call me back in approximately six months,” if someone says “in about six months.”
This will save you a significant amount of time. This has been your marketing minute of Cut The Yo-Yo.