In conversations with multiple MSR’s I have been asked a variety of questions many of which lead me to scratching my head on what EXACTLY is being communicated to the prospect – speaking of prospect let’s start there.
ARE YOU TRYING TO SELL SOMETHING?
- All my pretty words?
- Presenting?
- Conversation?
- Learning?
- Pre-planned questions?
- What info are you trying to gather?
- Why?
- How are you going to implement this into your message?
*(ADVICE – multiple questions on the same subject line – to gauge the level of understanding and ability to articulate that understanding from the prospect)
DO YOU KNOW YOUR MESSAGE?
- Are you intimate enough about:
- What we do
- Why we do it
- When we do it
- Why we do it when
- Strategic focus of operations
- Strengths AND weaknesses of your offices team
- CAN YOU COMMUNICATE THAT?
DO YOU KNOW WHAT YOU WANT?
- What is YOUR objective when you walk in?
- Do you know:
- What they do
- Why they do it
- How they do it
- With whom they do it with?
- THEIR strategic focus with Mechanical HVAC?
- THEIR strengths and weaknesses in this area? – other areas?
- Does YOUR line of questioning address where YOU want to lead the prospective client?
DO YOU HAVE A PRE-CONCIEVED IDEA PRIOR TO THE MEETING?
- Can you change your message on the fly?
WHAT is a quality/qualified prospect and how do we identify that person?
HOW are we getting the audience?
WHAT is the audience we are getting vs. WHAT/WHO is the desired audience?
WHO are we trying to meet with and WHO do we ACTUALLY meet with?
WHY are we meeting with the person we are meeting with?
WHY are we targeting the person we are targeting?
DO you BELIEVE in the message – and mostly do you BELIEVE in the level or person to whom you are giving the message to?
