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Do you allow dogs here?
“Do you allow dogs here?”
Those of you who I’ve done training for know the correct answer to the above question. However, how would the rest of you respond if a prospect asked, “Do you allow dogs here in your community?”
Based on responses in past training sessions when I have posed the question, I usually hear variations of, “Oh yes! We love dogs here. It seems like all of our property owners have dogs! You and your dog will love it here!”
If you would have responded with the above or a variation of the above, you have committed the classic sin of answering a question before you know WHY the question was asked!
What if the prospect has grandchildren, and years ago one of her children was mauled by a Rottweiler as a toddler? And worse yet, she doesn’t verbalize this to you? And another prospect walks out the door, does not buy, and you have no idea why.
Most of us want to look smart because we know so much and have all the answers, therefore we blurt out a response without pausing and saying, “Just curious, Sally, why do you ask?’
Always know WHY before you answer. So whether it’s a question about dogs or anything else… make sure you understand the WHY behind the question before you jump to an answer.
If I can help you and your team with any training let me know.
Posted on 06/29 at 10:52 AM
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