Chapter 12 How To Take The “Temperature” Of The Prospect
We look on the wall to see the temperature of the room, to determine whether it is too hot or too cold, and just how to adjust the windows. We should learn to take the “temperature” of the prospect as well.
AFTER WE HAVE talked a few moments with the prospective customers, it is up to us to take the “temperature” of the prospect to see if he is hot or cold to our proposition, so as to set our course properly for a close. There are certain questions we can use on the other person to determine his “state of feelings,” words that tell us a great deal when they are used to take his “temperature.” Here are a few questions to use:
“Which do you prefer, this one or that one?” “Do you think the cord is long enough?” “That is easy to understand, isn‟t it?” “Would you pay in cash, or by check?” “How do you usually pay for these things?” “Would you have it sent to your home?” “Would you keep it in the living room?” “Would you include your boy in this policy?”
These are statements that get the other person to start talking, and most of these questions are formed in such a manner that the other person can‟t merely say “No” or “Yes,” but must do some talking. By getting him to talk we “warm him up.” Just as a cold motor must be warmed up, so must a cold prospect. The more he talks the more he tells us of his objections, desires, wishes, ambitions, likes, and dislikes. On these we can determine our procedure – on these we can build up the next step in our sales presentation.
Always be sure that you take the “temperature” of the customer several times during the sale, just as the physician does to guide him in his next steps.
Keep selling the “sizzle” – and keep “saying it with flowers,” which is showmanship, performance, PROOF!
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