Dr. Len Schwartz- The One Question You Should Always Ask Potential Clients To Determine Interest (So You Don’t Waste Your Time!)
Hey, this is Dr. Len and today is about sales.
I want to ask you a question that will help you decide if you should continue talking to a prospect (about your product or service) or ask them to call you back when they’re ready to get started. You’ll save a ton of time by doing this.
In contrast to attempting to be a hard closer, for trying to push or convince people, if you’ve been following me for a long, you know that what I teach is how to become a great Opener, so that your prospects close you. That rarely succeeds.
What is the one question that I always ask – and that I urge you to ask – at the beginning of a conversation with a potential customer?
“Bob, by when do you want to get _____ (desired result)?” is how it goes.
Right after someone says, “Right now,” you keep speaking.
Say “feel free to call me back then” if someone says, “In approximately six months.”
You’ll save a ton of time by doing this. Your Cut The Yo-Yo Marketing Minute has ended.
– Dr. Len