Today I am going to bring you a great lesson from Michael Oliver founder of Natural Selling.
He explains how the power of the Law Of Detachment is a key factor in the sales process to eliminate objections and rejections, at the same time discovering the prospects real objection.
Watch the movie he has prepared.
http://www.naturalselling.com/t8/may22.html
His book "How to Sell Network Marketing Without Fear, Anxiety or Losing Your Friends!" is one of the greatest sales books I have read. Even if you are not in network marketing you will get some great nuggets of valuable information to have better conversations.
Enjoy.
Sam
www.AutomaticLifestyle.com
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Althought I agree with this idea I do believe it can be a double edged sword for some new "users" . Even if you are asking questions about the prospect you do need to meet them at their level first. Rarely will someone start telling you anything until you've built up some repore. I remember when a taxi driver started to pitch me his "opportunity". He started with " tell me george what are you hopes and dreams". Fuck off, what kinda opener is that. If he had taken the time to open up to me a little first, fine, not the best question, but i would have better answered it.
One of the things I picked up a while back from one of those "learn how to have interesting conversations" books was that having someone talk about themselves often makes them perceive that you're an interesting person, and they feel more at ease in the conversation and are prepared to share more.
However, if you're the one doing all the talking, regardless of how interesting it might be, people end up tuning out because they aren't engaged actively in the conversation.
So, shutting up and letting the prospect talk not only lets you find out their objections and problems, but also helps to build rapport, build trust _and_ stop them from getting bored and tuning out.