As a salesperson, sometimes you just wish you had a magic wand to get your client or prospect to tell you what they really, truly want.
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Bob: Welcome back Matthew.
Matthew: Thanks Bob. How are you today?
Bob: Excellent. Going to be another great episode I’m sure.
Bob: I think last week we talked about you’re on page seven, I’m on page two, and what I’d like to discuss this week is a technique called the magic wand. How does the magic wand work? Would you share that with our audience?
Matthew: Sure. Well look, you know, this is a really cool way to actually move the sale forward. Let’s say you spend some time building rapport, twenty, twenty-five minutes building rapport, and you’re really in rapport with these people but you need, as a salesperson you’re not measured on how much rapport you build it’s actually how much you bill. It’s actually how much money you make. So how do we move that forward? Now one of the ways you could do this, this might apply to travel industry, where you’re trying to understand their needs, wants, and desires. Or even in real estate. Let’s say you’re a builder and they’ve got the budget and they’ve got the desire, but what do they really want? And so what you can actually do is you can say ‘Hey John, let’s go ahead and pretend that this pen is a magic wand. I’m just going to hand it to you. What are the top ten, fifteen, things that you want in a perfect world, that budget aside, fantasy in here, what do you really want?’
Bob: Yeah, where nothing is impossible. It’s a magic wand. It would work for anything.
Matthew: Exactly. And so whether it be their trip to South Africa to see a safari or whether it be a house with an amazing walk in robe, or a lawn, whatever their goal or dream and desire is.
Bob: Or a car.
Matthew: Or a car, that’s right.
Matthew: And so of course after they spend some time they really out pour their heart into this, what they really want. They go into fantasy land, then you can take the pen back, and say ‘Ok, let’s get real, what are the two or three things that really are top of the list?’
Matthew: And they do that and what that does is it actually gets them to really emotionally own what you’re actually going to be providing as a prescription or a solution to what they actually want. And so it’s really powerful. Now look, it doesn’t work in every situation, it might not work in a lot of B2B situations but this is just another technique because Velocity Selling we try to cover a lot of areas. But in real estate, or travel, other areas where people can really just take their mind off to their dreams. You can actually draw them out of them rather than just saying ‘Well, this particular house is nice’. Or ‘This particular holiday is a good one’.
Bob: That’s great Matthew. Excellent. So magic wand, let’s pretend, we’ve come up with a lot of different techniques to help people questioning things. I think there’s one other thing that people need to really learn, and we’ll do this in the next episode and that’s how to deal with wishy-washy words.
Matthew: Oh man, that’s a pain of mine. I’m looking forward to getting into that.
Bob: Well, we’ll talk to you next week about it. Thank you very much.
Matthew: Thanks Bob, bye-bye.