ONE KEY TO DEVELOPING TRUST WITH YOUR PROSPECTS

GROUND RULES

Why do you believe when you hear “Used Car Salesman” you get as far away as possible?  Why do Lawyers and Politicians have such a bad name?  Is it because people feel they aren’t going to be able to make their own choice?  Is it because they feel their opinion really doesn’t matter? I know I had a bad experience with a car salesmen one time.  During the entire time I was looking for a car I didn’t feel comfortable with him.  He kept throwing surprises out at me.  He took me to cars that I wasn’t close to being … Read more…

HOW TO GET PATIENTS TO BEG FOR YOUR HELP WITH THEIR HEARING

Think of any change you have ever made in your life.  Making that change meant you had to make a choice between what you were currently doing and how that was impacting your 6 necessities and a new activity or choice. The only way you will make that choice consciously or unconsciously is if it meets your necessities at a higher level or either eliminates or lessons a pain and moves you towards pleasure.  Ultimately you will only make that choice if it helps you in these ways for your reasons. Imagine how helping people realize the importance of change … Read more…

THE MOST EFFECTIVE WAY TO APPROACH BUDGET

I hated talking about budget when I got into sales.  No matter what I tried it just always seemed awkward to talk about.   However, I knew that without having the budget conversation you were destined to fail.   Whenever I would have someone sit in and observe my interactions with clients, it was always the same feedback.  If I didn’t close the sale I would almost always get the same feedback.   “You really didn’t get a good commitment to budget.”   I tried different ways to bring it up.  I tried different places in the evaluation to talk … Read more…

THE ONE TEST THAT WILL CHANGE YOUR PRACTICE

“I don’t have any problems at all” said a tall, gray-haired gentlemen staring me down across the table. I had heard this many times in my office.  This difference with this situation was that his wife wasn’t really disagreeing with him. “So I’m really confused.”  I said.  “What brought you in today then?” “My kids say that I can’t hear anything.”  He said. I then began to ask questions as I always do.  Questions that would give me insight into any pain attributed to hearing loss he may be experiencing.  NOTHING. To make matters worse, I couldn’t get much out … Read more…