Your words are forcing people to put up a block wall.
Fast Value: If you sound like a salesperson, you’ll get treated like one. Drop the “Sales Based Questions”. You will get 10X more information from your prospects when you adopt a curiosity mindset. Think of getting more info as putting more tools in your belt. The more tools you have, the more problems (objections) you can solve.
If you are like most agents, you were probably taught LPMAMA.
“You need to qualify your prospects so you don’t waste your time.”
I’ll share why I hate this mindset so much, but first, let me explain what LPMAMA is.
Here is what using LPMAMA sounds like….
L = Location “Where do you want to move?”
P = Price “What is your budget?”
M = Motivation “Why do you want to move?”
A = Agent “Do you have an agent?”
M = Mortgage “Are you pre-approved?”
A = Appointment “Let’s do (this thing) next.”
Question: What does the consumer get out of the conversation?
Answer: Nothing.
So, why do so many agents still sell this way?
The excuse is that you need to “qualify your prospects”.
But… there is a better way. What if you could qualify your prospects without them feeling like you’re a (greasy) salesperson?
What ends up happening… You get 10x more information while your prospect doesn’t feel interrogated. Win-win.
I call this a Consultative Sales Approach…
Here is a quick way to see the difference using Stop / Start
Trying to find Motivation & Location:
Stop asking…
- Why do you want to move? Where do you want to move?
Start asking…
- What are you wanting to change about your current living situation?
Trying to find Timeline:
Stop asking…
- When do you want to move?
Start asking…
- In a perfect world… when would you like to be moved into your new home?
Trying to find if they’re approved or working with an Agent:
Stop asking…
- Have you talked to a lender yet? Are you working with an agent?
Start asking…
- What have you done so far to make this move happen?
As you can see… there is already a huge difference between the two. Try this out in your next conversation with a prospect and see just how well it works.
I teach this in our Sales Masterclass and go in depth on how to use the CLOSER framework to set more appointments. It’s totally free inside our community if you want to check it out.