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February 16, 2012 at 11:22 AM
Can you recall something you sold in 10 minutes? Do you recall how you sold yourself to your significant other? How about how you sold yourself to get your current job? You have the ability to think on your feet and develop fantastic 10-minute speeches when necessary. Imagine what would happen if you were prepared to talk with prospective clients about how you can add value to their world. You may help them create their ideal future.
Trust is earned over time and can be lost quickly. So why should you focus on how to make a 10-minute sale? When you are prepared to communicate in short, inspiring phrases (like sound bites you hear on CNBC) then you are moving into the realm of making the 10-minute sale.
Last month, I promised to tell you how one of the experts in our industry has skillfully mastered his first 10 minutes of conversation with prospects and with clients. Van Mueller (www.vanmueller.com) believes that his emotional fact finder will help you establish why a prospect may need your services.
Van says, “The way to be interesting is to be interested.” You show that you are interested by asking questions like, “Do you think you’re going to get Social Security?” Regardless of the answer, you are getting the clients involved and opening up the door to their belief system. You are hearing what they think about and what is important to them. By asking questions, you can help them become involved emotionally. Questions help your clients untangle their thoughts and discover for themselves how your products and services can help them.
