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A salesman explains how prepared questions control sales conversations better than answers do. Ask the right things and listen, and you guide prospects toward yes without them realizing it. The tactic works anywhere you need a specific outcome.
A salesman explains how prepared questions control sales conversations better than answers do. Ask the right things and listen, and you guide prospects toward yes without them realizing it. The tactic works anywhere you need a specific outcome.
I learned a long time ago.
Partial secrets because your competitors are watching. Hey everybody, right?
That's right. I used to be a seminar guy. I'd go to any seminar I possibly could. And I remember I drove up to Northern California and I went to the seminar and two days—
Please tell me it was a Success seminar, one of the Zig Ziglar ones, because those were the best.
It was, it might have been something like that. And I left two days of, you know, I could have brought a pillow, but I learned one gem and that was ask them. So I flip listing appointments. They ask you questions. I arrive with a list of questions. What are you looking for? What do you, you know, and the questions you ask are actually more important than the questions they ask you. Again, like there's all kinds of things you could say, but if you're in the talking business, you're not going to be as successful as if you're in the listening business.
So, say that again for the people in the back.
If you're in the talking business, you're not going to be as successful as the listening business. Really simple. So you ask questions. Now, they, one, and then shut the F up when you ask a question, you know, right? Listen. And so I ask questions that, one, help me understand where they're coming from, what their needs and wants are and what they expect. But two, he said, only ask questions where you are the yes. So, so I am offensively offering, asking questions to where the other realtors are going to fall into my little trap. That's right.
So, but it's very smart and it doesn't just apply to real estate. That could apply to anything where you have a desire to win and a desired outcome. I like that approach.
And so you ask a lot of questions and they answer them. And then the next person comes in and they're having this conversation and they're like, oh, you know, and it's fantastic when that happens and you get that call. It's like they were just a mess. It's like, yeah, I know I set that up.
