Pretend for a few moments that I am not your business coach. Instead, I am one of your hot leads in desperate need of a vacation. You’re the agent about to deliver the sales pitch.
Hold the phone! Don’t pitch. Pay close attention to what your client needs most from you (and it is not another sales pitch).
“Meet me! I am your newest sales lead. I need a great vacation but first I need a great agent. Could that be you?
I have grown tired of jumping from agent to agent. A truly great one has eluded me! Friends suggest I book online. I do lots of research there but I am uncomfortable clicking ‘Buy Now.’I’d rather book with an expert who wants this vacation as much as me!
To give you the edge, I will reveal five things that will help you cement the deal and make me your newest client. Every other agent focused on selling. I’d rather you focus on validating. Hit all five and you can’t miss!
- Validate you are the right AGENT for me. Take a sincere interest in me and my needs. Treat me like I am already your best client. Get excited with me! Express gratitude. Convince me you want me!
- Validate this is the right CHOICE for me. If I already knew precisely what my best options were, I would have indeed clicked ‘Buy Now’ online and never would have called for your help. Be the expert by telling me what’s best so I’ll have peace of mind with you and my vacation.
- Validate this is the RIGHT PRICE for me. I want great value just like the next guy yet I have little time and desire to start shopping prices. Detail how and why this package includes everything I need (and more). Be confident you are doing great work for me and care as much about my dollars as I do!
- Validate this is the RIGHT TIME to buy. I may tell you that I am ‘just looking’ but I would have never contacted you if I wasn’t ready to buy now. If you fail to convince me that it is OK to buy now then I will keep looking (elsewhere). Rest assured that I want this done as much as you. Tell me it’s time!
- Validate it won’t END HERE. Every other agent in my past would forget about me. Some disappeared right after I paid. Others bid me a farewell but not a welcome home. Please tell me now what role you will play along the way. Set expectations and then deliver! I am tired of jumping from agent to agent. Stay loyal to me and I will stay loyal to you!”
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Stuart Lloyd Cohen, Chief Motivation Officer
