http://MyMasterHypnotist.com Hidden in the answers behind the answers is your client’s compelling emotional outcome. Elicit this with the Floodgate Experience and create irresistible presentations.

Today’s question, I want to ask you:

What are you doing in your sales process to get beyond the reflexive answers that you get back from most people most of the time? What are we doing to get to the answers behind the answers?

Very often when I talk to people about answering objections, they are not getting the second half of an objection. An objection comes to us in two parts – it is too high because of some belief or theory or preconditioned idea that I have got in my mind. Something I am thinking or seeing or have experienced or have heard has led me to conclude that what you are offering me right now is too expensive.

But all too often we are not getting to those answers behind the answers. It is also true of the things our clients are looking for. For example I do a lot of work with financial advisers and one of the things that financial advisers will often hear when they say, "what are you looking for? What are you looking to change in your portfolio?"  Common answers they will get back is," I am looking for better rate of return. I would like to have a clear plan. I would like to take less risk in my portfolio." And these are what we call reflexive answers that your clients and prospects have been conditioned to believe are the answers they should be giving, based on the interactions they have had in the past.

It’s like if you go to a car dealership and a car dealer comes whisking out of the hut that they store the car dealers in. And they always ask you, almost always, that same exact question, "welcome to such and such a dealership, in my name is Craig how can I help you today?" which we almost always respond reflexively back," just looking thanks. I will let you know if there is anything you can do." 

So the question then becomes what are you doing in your process to understand the answers behind the answers? Because whatever it is in your business that the reflexive responses, like the one the financial advisers hear. There is things behind those that are driving those responses.

So here’s a couple of things that you should be thinking about in your influence and persuasion:

1.      Take questions at least four layers deep. Whatever they give you is the presenting problem, or the presenting outcome.

2.      Understand how will they are defining that in their minds. What are the parameters or the criteria that they are going to use to determine whether or not that is being met. And a great question you can use to get that answer is ___ (blank whatever they’ve given you) high rates of return mean a lot of different people, what does it mean to you? So we get their definition of that.

3.      We want to understand the gap between where they are today and where they want to be. If it is a new car what are the shortcomings with their existing car that they have? And what is it that other key ingredient of the dream car that is going to propel them to make a decision? It is true if it is software that you are selling or hardware you are selling, or a specific service that you are selling. What is the difference between where they are today and where they want to be?

4.      We want to make sure we understanding what is going to happen once they have closed that gap? What is going to be the emotional outcome that they are going to experience as a result of having had that particular point of fulfillment in their lives?

So one of the challenges to you, one of the questions for you is can you take presenting outcomes and go at least four levels deep? That is one of the pathways to discovering somebody’s compelling emotional outcomes and is very often one of the pathways of getting them to have what we call at MyMasterHypnotist a floodgate experience.

 And when you get that floodgate experience, you are getting virtually every thing you need to make an irresistible presentation in the only place that it really matters the mind of your client prospect.

Comments are closed