The subconscious brain is a powerful thing. Particularly in the sales process. Why? Because it works a little bit like a computer. There is only “Yes” or “No”. There is no “Maybe”. Having the ability to trigger instant decision from your client or prospect delivers you a fair advantage in communication and can often allow you to get your own way more often.
The subconscious cannot stop itself from working. It’s like our human autopilot. When you drive to a familiar destination, you don’t always remember the journey between getting in the car and out of it again. That was the subconscious brain taking over.
To lead you into this precise set of word choices you must learn the power of a simple set of “Magic Words” that can be used to get people to agree to an action before they even know what the action is.
So they have said “Thank you”. And this provides your cue to ask your first question.
“You couldn’t do me a small favour could you?”
This simple question gains an almost certain agreeable response and gives you instant permission to continue with the rest of your request.
You can then go on to say:
“You wouldn’t happen to know…”
(This throws down a challenge, which makes people want to prove you wrong)
“…just one person…”
(Just one because it’s reasonable and seems a simple ask they’re more likely to think of someone by name)
“…someone who just like you…”
(Has the person narrowing down the options and gives you more of the right prospects plus pays a subtle compliment)
“…would benefit from…”
And then emphasize the specific benefit or positive experience they have just thanked you for.
Then…
Shut up!
When they have thought of somebody you need to know where to go next. You will probably see in their body language and movement when they have thought of somebody.
At this point you say:
“Don’t worry. I’m not looking for their details right now, but who was it that you’re thinking of?
This automatically takes the pressure off and the “but” helps them to only recall the final part of the sentence.
Find out then when they’re next likely to see the person they are thinking of.
“You couldn’t do me a further favor could you? (I mean they said “Yes” the first time) Next time you see Steve could you share with him a little bit about how it was doing business with me and see if he’s perhaps open minded to taking a phone call from me to see if I can help him in the same way I helped you?”
Your prospect will almost certainly agree.
“Would it be ok if I give you a call next week and find out how the chat went with Steve?”
They will most likely, again, be agreeable.
You then call him when you said you would and ask:
“I’m guessing you didn’t get around to speaking to Steve?”
As a person of their word they will either proudly say how they have spoken to Steve, or will be embarrassed and tell you how they will go on to complete the introduction.
The magic in this process is that if you slow the process down you can often speed the outcome up.
It provides you with qualified future customers who already have third party experience of your offerings and permission to make contact. I would take that over a name and a number any day of the week.
