From Dr. Len’s published archive. This article reflects the context and perspective at the time of its original publication.
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.
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?
It goes like this, “Bob, by when do you want to get ______(desired result)?”.
If somebody says, “Right now.”, you continue talking.
If somebody says, “In about six months”, say, “feel free to call me back then”.
This will save you a ton of time. This has been your Cut The Yo-Yo Marketing Minute.
– Dr. Len
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