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A sales technique: when a prospect mentions an emotion like stress, mirror the word back or ask how they mean it. They'll open up about their real situation instead of staying surface-level.
A sales technique: when a prospect mentions an emotion like stress, mirror the word back or ask how they mean it. They'll open up about their real situation instead of staying surface-level.
Let's say, if a prospect gives you.
Like, an emotional word. What would be an emotional word? A prospect might.
Tell you about their situation.
They're losing their house. They're like, oh, I'm so stressed that we might. This might go into foreclosure.
Stressed is the.
The emotion. So I might say stressed. I can just repeat back the one word, stressed. So subconsciously, instantly. Oh, he didn't understand what I meant by stressed. I need to expand on that. I explain that better, and that's when they go there. Or I could say, oh, how. How do you mean by stress? Like, I'm confused. I don't understand. And that draws out more expansion on.
That, which leads to.
Drawing out more emotion.
That's the start.
Of the emotional connection. You with me.
