According to Tom Hopkins, lecturer and sales trainer, in order to eliminate the fears of investors today, you must become a master questioner. He suggests three strategies to help you in this process:
- The Tie-Down Questioning Strategy – A question at the end of a sentence that demands a “yes.”
- “John, you would like to be financially secure in your retirement, wouldn’t you?”
- The Alternate Choice Questioning Strategy – A question with two answers. Either answer is a minor agreement leading towards the major decision.
- “Mary, I have Wednesday at 2 PM or Thursday at 10 AM available to meet with you. Which would be better for you?”
- The Involvement Questioning Strategy – A question your clients must ask themselves, and answer, after they own your products.
- “John and Mary, what are some of the things you plan to enjoy during your retirement years?”
Tom also suggests replacing some of the words in your vocabulary:
Replace
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With
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Price
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Total Investment
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Buy
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Own
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Sell or Sold
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Get Involved
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Deal
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Opportunity
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Contract
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Paperwork or Agreement
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Sign
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Approve or Authorize
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