How to get your Prospects to Tell the Truth

How to get your Prospects to Tell the Truth

So how do to get your Punters to Tell the Truth? Give them something to do. Get them busy. Lying or being guarded requires a lot of brain power. You need to take away some of that capacity to help get to the truth.

I used to use this principle a lot when selling cars. The questions I needed truthful answers to, I always used to ask at a strategic point on a test drive. The client is driving a strange car so he is a bit distracted anyway. Then you send him up a street he doesn't know. As you pull out of the junction you ask the question you need to know the answer to. You may have asked them this question before it doesn't matter - you will get the truth this time

Not in car sales? The technique is easily adaptable. Anyone can do it, if your bold enough. You need to occupy your prospect's hands. Give them a cup of coffee and a brochure. Be a little awkward when you do it. Now here is the real secret, ask the question as you offer the coffee / brochure, but don't let go of it until you have had the answer.

If you think it won't work, secretly try it out on a partner or a collegue. You will be amazed how well this works. No prospect will ever turn round and say "let go of the brochure dammit" subconsciously they know you are swapping the coffee / brouchure for their answer, and it is probably this that makes it work.

Have you ever noticed how you get to know and like someone so much better when you engage in an activity together, walking - working - sport -whatever. It is a similar sort of principal. Get your client doing something and you increase your chances of a sale.

Finally when I used to work as a financial advisor, and also when I was calling on small businesses, if they offered me tea or coffee I always accepted.I always used to say "I'll come with you and we'll chat while you make it" again this informal time when the're busy you can get some truth.

Good Luck and Good Selling Paul