Frame The Discussion – Win The Business
Tuesday 12 July 2011
How you frame the issues and create opportunities for open discussion determines your success. Essentially you can engineer any conversation you wish, to go in the direction you wish. The key is to see yourself as a decision architect. If you create an open relaxed environment where people are at ease, they will tell you how to guide them to a decision.
To be effective however, requires that you leave egos and logos at the door. You have to focus on the people not the product or platform – Focus only on the people.
Ask questions like a prosecutor but with the empathy of a preacher. Simply know in advance the questions you want to answer in addition to the ones they ask. Be ready to meander through many points of discussion but always be true to your purpose and passion of helping them find the pathway to financial success.
Finally, always know and give people the next steps. Adults like steps, they follow steps, they feel like they are making progress with each and every step. And oh, if prospects seem to always choose a path other than yours, ask yourself why?
Maybe you need to clearly pave the way for them by rethinking your presentation process or as Eric Hoffer so eloquently said, “In times of change, learners inherit the earth, while the learned find themselves beautifully equipped to deal with a world that no longer exists.”