| |
 |
| EXAMPLE: |
| |
PROSPECT: |
“Uh,
well ... this is a big decision ... I
|
| better
think it over some more. I’ll get back
|
| with
you in ... say a month or so.” |
| |
SALESMAN: |
“I
do understand your hesitance...”
|
| (Acknowledgement) |
| “But
Bob, you already know that our prices |
| are
fair and that our reputation for doing |
| great
work and standing behind the work is |
| the
best in the area. |
| “Earlier
you told me that the reason you
|
| came
in today was that your roof has now |
| deteriorated
so badly that last night’s rain |
| came
right through and watered your |
| INDOOR
plants! You told me how one |
| more
rain like that will ruin your furniture |
| and
floors.” (his Key Motivation for seeking
|
| a
roofing solution) |
| “I
know decisions like this one can be |
| difficult,
but I promise you, deciding to go |
| ahead
with this is the best decision you can |
| make.
Let’s move forward and get your roof |
| fixed
up before the next rain. Now (form in |
| hand)
how do you spell your last name?” |
| |
PROSPECT: |
“G-r-a-t-e-f-u-l”. |
| EXAMPLE: |
|
| |
PROSPECT: |
“I
understand everything you’ve explained to |
| me,
Doctor, but I think I should wait another |
| paycheck
or two before I get the procedure |
| |
|
done.” |
| |
DOCTOR: |
“I
certainly understand your hesitancy, Mary. |
| I
really, really do.” (Acknowledgement) |
| “And
if holding off a few weeks didn’t matter, |
| I’d
have no problem with that. |
| “You
and your family have been coming to |
| me
with your medical concerns for a long time |
| now.
I think you know you can trust me and |
| what
I’m
about to say to you. |
“You
told me that this condition has been |
| worrying
you so much, you’ve been |
| sleepless
and irritable to the point it’s |
| completely
disrupting your life, and that was |
| the
main reason you came to see me today.” |
| (her
Key Motivation) |
| “You
need this procedure and I want to go |
| ahead
and schedule it. I don’t want you to |
| worry
about the finances. Angela will work |
| out
an arrangement with you. Now, do you |
| want
to have it done this afternoon or tomor- |
| row
morning?” |
| |
PROSPECT: |
“I
know you’re right, Doctor Michael. |
| Tomorrow
morning will be fine…And thank |
| you.” |
