Working By Interview

Working By Interview

As you think about the clients you interact with, especially top producers, notice that those that are extremely busy and value their time, tend to be driven by scheduling. When we work by appointment / interview ONLY, we communicate to those we are working with that our time is as valuable as theirs. (look at other professionals that work by appointment, Doctors, Lawyers, Accountants, etc…)

I understand that there are times when we absolutely have to do things for our customers RIGHT NOW! I’m not suggesting that you put off an important client with an immediate need. What I am suggesting is that when working with a new Prospect, use scheduling to create perceived value. By showing our Prospects that we can and will be available at their beck and call, we set an unproductive precedence which will permeate the relationship going forward.
By now, you’re probably getting pretty good at getting interviews with your Top Prospects – if you want to know how to get these appointments, email us at info@rightnowconsulting.com .

Once you’re on these interviews, it is important to remember that you are using a new method of uncovering needs and determining if there is a possibility of a mutually beneficial relationship. Resist the urge to present a solution during the first meeting. Remember, your prospects are more interested in how well you understand their needs BEFORE they are concerned with how well you know your products.














Beginning and Ending Interviews and Conversational Questioning.

Beginning the interview

1. Build rapport
2. Restate your Value Statement
3. Establish joing confidentiality
4. State your goal for the interview
5. Ask if the agent has a goal for the interview. Or, perhaps a qualifying question such as,
6. "How will you know if this was a successful interview?"

Start with a kick-off question (unique to the customer and/or focused on past successes) – see my other post on asking great questions

Conversational Questioning Steps

1. Ask a baseline question to introduce a topic
2. Continue with at least two follow-up questions to explore key points raised by the customer
3. Summarize what you heard regarding that topic
4. Check for the customer's agreement
   

Ending the Interview

1. Summarize the interview
2. Re-establish your desire for a business relationship
3. Confirm the need and specify next steps
4. Ask a Relationship Definition Question
5. Arrange for the next appointment

Put some structure to the way you interact in your face to face appointments with both your prospects and clients - you'll be surprised at the reaction you get.

I'll elaborate further on each as I get comments from you.

Happy selling!