To elicit strong dominant buying motives, or emotional responses from our consultation prospects, we need ask powerful questions. in this post, we share the questions that consistently generate the information we need from prospects, after over the past ten years of experimentation.
What do people want? Understanding the answer to this question can unlock the potential of your selling efforts. As soon as you can distinguish from wants and basic needs, as soon as you understand how to talk directly to your consumer's heart, you can begin to establish your role in their life.
We're just getting started into our discussion of the discovery - the part of the consultation where you ask your prospect the right questions to elicit their motives, concerns, criteria and timing. So far, we've covered why listening is so important, the 4 goals of the discovery, and what must be present so that sale can happen. If you missed these posts, I'd recommend reading the earlier posts to understand why we need to employ the subject of today's post: Asking deeper and deeper questions.
Consultation Skills: The must-have for a sale to happen What must be present for someone to make a purchase decision? ...
The discovery, is the part of the consultation where we ask questions about the prospects experiences that led them to identifying there is a problem to solve. We ask them about their past experiences, aiming to reveal their pain. We ask them about their future aims, in order to reveal their hopes for gain. We do this to identify their dominant buying motive, so that we can earn the right to recommend a solution that will solve their problem.
In our healthcare consultation skills and teamwork course, we ensure that all of the participants write and learn their own intent statements. In our coaching, we help them adapt their intent statements until they fit like a glove and can be delivered with maximum confidence and enthusiasm. This is often the only step in the process that we insist is scripted, learned, rehearsed and repeated verbatim.
It is essential to listen to our prospective patients in order to tailor-make our healthcare consultations to hold the attention of our clients to suit their needs. Nothing is more important. After the greeting, the warm-up and the intent statement, we're ready to start asking our prospects questions, and ready to start listening to the answers. Skip this step at your peril, for there are major problems that can arise should you not listen to your prospects.
One aspect of the ideal healthcare consultation process is called: managing your self-talk. When facing strangers in a selling situation when meeting new people in healthcare consultations.
In case you've joined us in our discussion midstream, we're talking about intent statements, and the elements that make a good one. In this post, we explore two communication techniques that serve to get prospects to open up with us, so we can better identify needs. Read more...
Intent statements are invaluable devices we can use to communicate expectations to any prospect on any sales call or consultation. In this post, we share the first 3 of 5 elements of the an intent statement...
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