The Buyer Interview:
I)
Your Questions/Real World Situations & Challenges OR One of John’s Blasts from the Past! A) What situations/challenges/successes did you have this past week with your Inbound and/or Outbound Calls? OR John to share a one-to-one Coaching Client’s Success!
II)
The Buyer Interview A) Part 1 -- on today’s call we’ll be dealing with everything we need to be doing, leading up to the actual presentation that we will be giving to The Buyer. B) Part 2 (on next week’s call we’ll be covering The 8 segments of The Buyer Presentation. C) Part 2 (The 8 Segments of your Buyer Presentation) will be presented on March 13th, and the MasterMind will be moved to the 3rd call of the month on March 20th.
III)
Some Basics on which we need to become Brilliant! A) Treating The Buyer Process with the same “reverence,” importance, and due diligence as Sellers. 1. The throw-back from the days of Seller Agency. B) The Pain Sandwich – Setting the Table for The “in person” Buyer Presentation begins on the telephone! 1) Questions on the initial call Before an apt. is set. – See Handout a) Remember, you must get enough “PAIN” before the prospect will share qualifying/private information with you. Look for pain!!!
2. Questions on the initial call or follow-up call After an apt. is set. – See Handout a) The story of John’s first Team Agent – The retired Army Sergeant. b) The story of another one of John’s Team Agents – “Enthusiastic Ellie!” IV)
Setting the Table for the Actual Presentation: A. The 5 Stages of The Buyer Interview: 1. The a) b) c) d) e)
Greeting Use your common sense for heaven’s sake! The 20 second/1 hour rule of 1st impressions. Are you well-groomed? Are your people comfortable? What about the kids?
2. Review of the Qualifying Questions. a) Notes from your telephone conversations – it’s all about the PAIN! 3. Uncovering The Clients’ Needs and Expectations a) The most important step by far – See Handout. b) It’s all about the deeper PAIN! 4. Review of The Client’s Needs and Expectations a) The Second-most important Step. b) It’s all about listening and feedback. 5. The Buyer Presentation
