Last RAM, I talked about the #1 most powerful question to initiate meaningful dialogue for prospects:
What’s your biggest reason for moving?
Click here to re-read why this question is 10X more potent than all those other questions most agents machine-gun at their prospects.
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You know how I always talk about not being a Salesy Slickster?
Let’s be clear: You must avoid old-school manipulative sales “skills.” NOBODY falls for that crap anymore. It’s just a big turn-off.
Rather, we need to work on actually delivering exceptional results for our clients, which is essentially what the Agent Skills Masters Program is all about.
But in order to deliver exceptional results, you still need “new-school” sales skills!
It boils down to what you care about. For example, are you focused on where your next commission cheque is coming from? Or are you focused on how you can help your clients achieve their goals?
And, assuming your my kind of agent and you’re genuinely focused on your clients, what’s the ultimate sales superpower?
The ability to read your prospects’ minds!
Well, that would sure be nice, wouldn’t it? But how, pray tell?
It’s called EMPATHY.
But since empathy sounds like sympathy, most of us think of this as a soft skill that we all have naturally, and we don’t need to do anything to implement it. That’s dead wrong.
Here’s how you should apply empathy to become more successful:
Think about what your prospect really cares about. If you were them, what would you do? And why? What’s the real reason behind their “why”? What drives them? How do they get rewarded?
Putting focus, time, and energy into EMPATHIZING makes everything so much easier.
Instead of talking, pitching, persuading, pressuring… use EMPATHY. Think like they do, and watch your sales go through the roof.
You can start by asking the right questions, such as:
What’s your biggest reason for moving?
Then, LISTEN carefully to the answer and probe further, always working to gain a greater understanding. That’s EMPATHY, and it’s your ultimate sales superpower.
Thanks to Brian G. Burns for the inspiration on this RAM.
