EP204: Questions To Help You Engage The Right People

<p>On this episode of The Wednesday Call podcast, Andy Albright wants to help you lock in on the right questions to ask people that will help you engage the right people. </p> <p>Why do builders and producers fail?</p> <p>They limit their energies to those with whom they are comfortable ...</p> <p>INSTEAD OF ...</p> <p>spending most of their time with prospects and customers who are closest to the decision ...</p> <p>AT THAT POINT ...</p> <p>It is all about asking better questions. </p> <p>There are two aspects that one must consider before asking such questions:</p> <p>You must identify the right people</p> <p>You must get into a conversation with them (engage them).</p> <p>IDENTIFY</p> <p>Make a tentative list of suspects whom you suspect might be prospects. Suspects are people you know little about and know little about you. Prospects are people who have a legitimate need for what you are offering. </p> <p>The process of turning a suspect into a prospect is called "qualifying." Create a profile of your best agents-customers, and then apply that profile to the world at large (Alliance Aiden and Alice). Collect information about the suspect and hone in on key attributes that make them a good fit. </p> <p>ENGAGE THE RIGHT PEOPLE</p> <p>Get an appointment for a dialogue with these people. Convey the perception of your competence and credibiity. </p> <p>QUESTION: Do you know about the benefit?</p> <p>Show interest in them. </p> <p>QUESTION: What do you expect?</p> <p>Influence them to talk to you further. </p> <p>QUESTION: How satisfied are you?</p> <p>Connect fast at the follow-up meeting.</p> <p>Validate their self-worth (break the ice). Acknowledging statement: "That is an interesting point!"</p> <p>Empathize by considering their feelings/opinions (prime the pump). Accepting statement: "I never thought about it that way."</p> <p>Understand by recognizing their feelings/opinions. Affirming question: "Tell me more?"</p> <p><a href= "http://www.AndyAlbright.com">www.AndyAlbright.com</a></p> <p>@AndySAlbright</p> <p