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Do You Allow Dogs?
When your prospect asks this question, how do you respond? When I pose this as a prospect’s question in my sales training sessions I usually hear one of the following answers:
“Oh, yes, we love dogs here!” or…
“Yes. It seems like everyone here has a dog!”
For those of you who have attended one of my training sessions you recognize that both of the above answers are wrong….until you have more information from the prospect asking the question.
When the prospect asks, “Do you allow dogs?” I strongly encourage you to respond with, “Just curious, why do you ask?” She may respond with, “The reason I ask is that last summer our two year old daughter was mauled by a Rottweiler and nearly died.”
Now with sincere empathy you can share, “Sally and Bill, I am so sorry. That had to be horrible. That’s why here at_______________ we have a leash law that is strictly enforced.” What if you had said, “We love dogs here,” before you knew why she was asking the question?
I believe the most important word in sales is, “WHY?” Having said that, we can’t be so direct that we just say, “Why?” We need to cushion it with a phrase such as, “Just curious, why do you ask?”
Click Here for the 90 second video with my four year old grandson, Jack, and you will be reminded that for children, “WHY?” is the most natural question in the world. Take a look and remember before you answer a question, always ask, “Just curious, why do you ask?”
Posted on 03/10 at 10:29 AM
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