Timothy Schucker explains the backdoor rapport method: when a prospect mentions something personal, rephrase it as a question. If they say they want to "leave this behind for my husband," ask "How long have you guys been married?" It lets you gather context without derailing the conversation.
The concept that I'm going to be talking about is called backdoor report. In this method, you would get straight to business by saying, hey, if it's okay with you, I'm sure you're busy. I am as well. I'm just going to jump straight into if that's okay. They agree now you can get straight into the qualifying process and figuring out whether or not they're actually even a buyer. When I'm going through this appointment and I'm trying to get to know my prospect, I'm always going to start slipping in little questions on the back end. And you do this by taking the middle of their sentence, which is typically where the subject lies, and you pull it out to the very end, which is the first thing that you start your sentence with. So for an example, I say, you know, Ms. Jones, what got you thinking about this kind of thing? Hey, you know, I'd like to leave this behind for my husband. Oh, great. Okay, then. How long have you guys been married? Now I have a conversation that has stemmed from this. And so from there, I'll keep, you know, expanding upon that subject until I've gotten just enough data that I can use later in the sale, but not too much to where I'm off in Mars having a random conversation.
