Last night I was at an event and overheard something amazingly simple and effective and something that many high achieving communicators do that they don’t understand consciously.
Physical therapist. Not salesperson. Not TV pitchman. And probably would never in a million years want to be associated with as such.
Prospect(unqualified as such) walks up. “Hi, my name is Bill with Johnson Physical Therapy. Nice event, huh?” Next and by the way the most crucial “next.” “Experiencing aches and pains while you’re out there golfing?” There’s the hook. Did you notice it?
I bet you maybe noticed the qualifying question. You maybe wrote it off as, “what else is he supposed to ask about, that’s what he fixes.” And you’d be spot on.
But did you noticed the fact that the prospect has responded “yes.” Twice, already. One minute into the process and the customer is already nodding “yes.”
He didn’t try to tag question him into submission (e.g. This is a good deal, isn’t it. You do want to do business with me, don’t you? I am the only person you’re considering, aren’t I? You do want to punch my lights out, don’t you?) He did it with good ol’ fashion conversation starters. The conversational way. It just came second nature to him.
Did he gain a client? I don’t know, but he’s definitely on the right track.
