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station, pharmacy or a restaurant... but let's just see if we can't breakdown the powerful
elements Wheeler discovered: 1. Ask a question that breaks through a prospect's mental indifference. Something they can't say "so what?" to. Here's an example: "Mrs. Jones, are you concerned about wrinkles?" If the prospect says"yes" then your staff member will simply say "This new procedure actually erases wrinkles and makes you look years younger!" and hand them over your free special report on laser resurfacing. This follows the proven pattern Wheeler used for insole sales. Very easy to duplicate for your business. 2. Don't ask "if" but ask "which" . This is what Wheeler calls his "Wheelerpoint " and by this he means is you should always frame your words to give the prospect a choice between something and something. Not something and nothing. By asking the right questions, you'll get the answer you want. Just like the waiter asking if the person preferred white or red wine with dinner you can do the same thing. Using packages You give your customers a choice between good, better or best packages. Or even just a basic or deluxe package. Now, the choice becomes which option to choose instead of do I choose to have this procedure done. Assuming the prospective customer is ready to make their buying decision, you could ask something like this: "Would you like the deluxe package of _____ for only $750 more or just the basic package?" |
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