What is Your Current Situation?
I was with a client over the last two days and one of their sales people who had attended my full day sales training several months ago wanted me to know about the effectiveness of two of the things she learned in the sales training that she has been using consistently. The first one was to simply ask a new inquiry on the phone or in person this question very early in the conversation, “What is your situation?” She said she was amazed at how the majority of the people she asks the question just start talking about why they are looking for a senior living community and what is going on in their life. She said that this question has made it so much easier for her to establish a relationship with the customer, because with that question, it’s clear to the customer that it’s all about the customer, and not all about the community.
Give it a try and see if it works for you.