When you’re talking, everything you say you already know.
FACT:
You know more about your business…
…they know more
FACT: about what they want
The balance of information is always in their favor
The Curse of Knowledge
When we’re the customer…
By the time you have a conversation with them‌
By the time you have a
conversation with them they:
have eliminated most of your competitors
By the time you have a
conversation with them they:
know at least a little about you
By the time you have a
conversation with them they:
like what they’ve already seen and heard
By the time you have a
conversation with them they:
have put you on their short list
By the time you have a
conversation with them they:
are giving you the opportunity to gain their Trust
We do business with people we
Know, Like and Trust - Bob Burg
They’ll like and trust you more if you ask them better questions‌
‌and really listen to
the answers
Don’t try to rush the process
“I’ll tell you what you’re having.”
No one needs to
know everything about you
Ditch the Pitch
Don’t
Early in the conversation, they should be talking more
You can’t connect the dots if you can’t see them
Don’t answer questions they haven’t asked
“Let me tell you about…” vs. “Have you thought about…?”
Given the chance they’ll tell you everything you need to know
hearing
listening
Listening applies to email, text, phone and in-person conversations
Not everyone buys the way you do
Are you auto-replying, or really replying?
To listen better be present with them
Ask better questions, really listen to the answers
Open-ended vs. Yes/No questions
Ask better questions…
“What are the most important factors when choosing your _____?”
Ask better questions…
“Have you already decided to have me/us do your wedding?”
Ask better questions…
“What do you want your guests to remember most about your wedding, and why?"
Ask better questions‌
"Are there any foods or family traditions you want us to help you honor?"
Ask better questions…
“Do you have a Pinterest board or Instagram page for your wedding inspiration?”
Ask better questions‌
“What have you seen at other weddings that you definitely want at yours?"
Ask better questions‌
“What have you seen at other weddings that you definitely do not want at yours?"
Ask better questions…
“Would it make sense to ____________?"
Ask better questions‌
“Would it make sense to reserve your date now?"
Ask better questions‌
“Would it make sense to reserve your photobooth now?"
Ask better questions‌
“Would it make sense to order your dress now?"
Ask better questions…
“Would it make sense to order your cake now?"
Ask better questions‌
“Would it make sense to order your invitations now?"
Ask better questions‌
“Would it make sense to book your transportation now?"
Ask better questions…
“Would it make sense to book your honeymoon now?"
Use the power of silence
If you’re thinking about the next thing you want to say…
Listen with your eyes and ears
Repeat back their key words
Close the sale when you see and hear the buying
signals
Get a Yes or a No maybe
Thanks for Listening
FlashMob @alanberg @WeddingWireEDU #WeddingMBA
Visit Alan’s booth to get his new sales book TO:
72000
weddings
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