Article contributed by Alexander Rodwell.
When you meet a fellow member for a dance, the quality of the questions that you ask will to a large extent determine the quality of the relationship that you build with that person.
Some great questions to ask are:
1. How can I best be your sales person?
2. What is a good lead for you?
3. Where would I find you leads?
4. What should I listen for?
5. How can I warm up a cold lead for you?
6. What objections may I need to deal with?
7. How can I have that person enthusiastic about doing business with you before they take your call?!!
These are some great questions to be asking the people you are dancing with. And…don’t be too distraught if you don’t turn into the perfect sales rep for that person after one dance. Any good sales trainer will know that it takes more than an hour to train a good sales team, so thats why we need to be dancing regularly with our whole chapter, then repeat dancing.
And don’t be afraid to ask the same questions again until you have perfect clarity! In essence, your first round of dances is about finding out about the other person and establishing a solid relationship. Your mission from your second round of dances onwards, if you choose to accept it, is to move as quickly as possible towards mastering your job as a part time sales rep for each of your chapter members.
Dr Alex’s Vital Questions…
1. Have you danced with your whole chapter yet?
2. If so, have you started your second round?
3. What questions are you asking when you dance with a chapter member?
4. When out and about do you know what to listen for to spark your referral radar?
5. Are you comfortable and confident at recommending your fellow members services
