On this podcast, Chris and Chris discuss why you must “PRESS” before you “PLAY”. This means you have to earn the right to ask the customer to buy. Earning the right to ask for more means doing the things that show you are an expert that the customer can trust. To do this you have to settle their anxieties that come with having a stranger in their home. You must establish a relationship and do a thorough diagnosis. These are the main items in our PRESS PLAY process. Below are the steps for how you PRESS:
Prepare – M.A.G.I.E. In this step, you will learn to be prepared for the call with the right mindset, a professional appearance, knowing the goals of the call, acting with integrity, and exploring every opportunity.
Relationship Building – In this step you will learn to find common ground with FORM and DISC. You will learn to identify the customer’s personality profile, which indicates how you should communicate with them. This will help you build a relationship with the customer.
Evaluate with Questions – Asking smart questions will help build value and trust. In this step, you will learn the right questions to ask and when to ask them.
Settle Anxieties – In this step, you will learn to answer the customer’s unspoken questions about you, your company, your process, and your pricing.
System Diagnostic – You will learn to discover the customer’s needs through the color-coded Inspection Checklist.
Over the next several weeks, we’ll unpack more on each step and give tips for how you can implement this process in your daily routine.
Download to listen later: You Have to PRESS Before You PLAY
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