Open House: Rapport, Debrief, Appointment

Posted by Christopher Audette on Tuesday, November 15th, 2016 at 11:02am.

Avoid the retail dance: “May I help you..No just looking.” Greet and let go. Role play demonstration of meeting the prospects at the door. Give them a reason to return and talk to you. Debrief and determine their motivation. Probe to determine their situation. Role demonstrate of qualifying prospects. See the follow up probing questions that follow the initial question. How to ask for an appointment. Probe for discontent, present benefits of meeting then ask for a time to meet. Role play demonstration of asking for appointment.

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