Notice precision of proof: 53%, not 50 or even 55. A Nevada doctor as opposed to just any physician. An 18 day average, not 15 or 20. Believe it or not, a specific number will actually pull better than a rounded one even if rounded one seems more favorable. Why? Because rounded one smells like what it is: hype. Details are believable. Vagueness isn’t.

Put proof with your promise, and give it some detail. It will sell better than all hype you can conceive.

Questions Are The Answer!

Sounds like a paradox doesn’t it? In order to help your customer you first find out what they need. Or THINK they need. Carrie Fisher, actress who played Princess Leah in Star Wars said “Instant gratification doesn’t come fast enough. “ Now for a girl with cinnamon buns attached to side of her head this is a pretty profound statement.

Your customers are demanding instant gratification. They want their needs met. In most cases, it just isn’t happening. The first thing out of your mouth should be "May I ask you a few questions?"

Remember W5?

Who, What, When, Where, Why and How are foundation of selling. Customers buy when they feel an emotion NOT when they’ve had information dumped on them. How do you do this? By asking questions! Our customers become engaged when they feel curiosity….NOT boredom.

Our customer contact should be handled with this premise – Create Curiosity With Questions. Would Academy Want You?

Create your own Academy award winning sales success by talking less and listening more. As Collin says, best agents ask a multitude of relevant questions. Then they listen to answers and make it happen. Are you acting like a star with your clients or are you being an agent? Your success lies in answer.

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