Eliciting your client’s outcome is a critical part of selling.
One of the first things a psychic reader does when someone comes in for a reading is to encourage cooperation from the client. A psychic is dead in the water if a client sits and listens without giving any verbal feedback. The psychic must get the client to talk and open up. And to do this, most psychics use a preplanned script designed to elicit cooperation.
Here is a script an insurance agent might use to elicit cooperation:
“Mr. Smith, I’ve been helping people reach their financial goals for over 15 years, and so obviously I’m experienced. I’ve prepared for our meeting by doing some homework regarding your situation. As you know, every person is different, and every person has different goals, outcomes, and desires they want to achieve and fulfill. I don’t want to make suggestions about a plan of action before finding out more about you and about what your financial goals are. That makes sense, doesn’t it? Okay, let me start by asking you…”
Next, the salesperson should ask this crucial question designed to elicit someone’s outcome:
“What are the three most important things to you when you think about buying _______________?”
When your prospect tells you what’s most important to them, they hand you the keys to the sales vault! (That one question is worth hundreds of thousands of dollars.)
There are also non-verbal cues that will give you insight into what you’re prospect is thinking.
By observing someone’s body language, eye movements, facial expression, and subtle inflections in their voice, you decipher what they’re thinking and feeling.
Let’s assume that you have mastered the first two psychic salesperson skills. You’ve put yourself into a peak emotional state, used cold reading to develop rapport with your client, and elicited their outcome.
Tomorrow I’ll share with you a secret for preconditioning your prospect to buy.
Kick butt, make mucho “DEEnero!”
Dave “Sell The What They Want” Dee
P.S. In case, you missed it: