Values Elicitation Strategy What's important about? Flashcards
(9 cards)
Questions to engage the prospect around their issues?
- What’s important to you about [x]?
- What’s important about [answer to 1]?
- What will that ultimately do for you?
What’s important to you about the patent attorney you’ll soon find yourself working with?
Softening Phrases
I’m wondering whether …
I ask myself if ..
I’m curious as to …
What to say to prospect to make them feel comfortable about their answers, so they feel that everything they tell me is right. Use any phrase that suggests agreement, or sounds supportive of what they are saying.
That’s a great answer. I’m curious to ask what’s important about that?
That makes sense. Absolutely, I agree.
Prospect says he’s got a problem.
What’s important to you about solving that problem?
Prospect shows ‘pain,’ annoyance,’ negative emotion about the problem?
You know what, I can only imagine that must be painful.
Why are we having this conversation?
You had some idea what we were going to talk about today, didn’t you? Tell me, why did you choose to talk to me today?
Prospect answers: “Blah, blah.”
Let me ask, what’s important to you about blah blah?
Segue from the prospect’s value criteria into the sales presentation. Use those elicited criteria and attach them to my legal services.
Could you imagine as you accomplish these things, as I help you accomplish them for you, that you’ll have what you want. Nice, huh?
At the beginning … get the prospect to tell me first the criteria of importance to him.
So, why are we here?
why did you want to talk to me today?
Why did you agree to see me today?
Why did you call for an appt. when you did?
What made it so important that you had do do it right then?
I assume that in your heart, you’re really hoping that I can help you with something .. that my advice will do something for you … I’m wondering what that is?
Prospect says he’s really trying to get situated in life so he can go to the next level.
Sounds like you’re really working to make progress? So, what’s important to you about getting to the next level?
