In my last post, I highlighted the 6 Motive DISCOVERY ROADMAP which will guide you to discovering your clients motive so you can know how best to deal with them, if you’ve not seen it, click here https://kunleiloridiamond.com/discovery-roadmap/ read them first before you continue.
MOTIVE DISCOVERY (STAGE 2)
LEVEL 1. React!
Always react back on whatever they say, whether physically or over the phone, when they tell you something, make use of exclamations like “haa! Oh really? Like seriously? Wow! Ehn ehn?” Don’t just sit down there without reaction, react to every words and actions, don’t just go silent over the phone without reacting. It shows that you’re really listening to them and you’re understanding them too.
LEVEL 2. Reflect!
Ask them questions that will cause them to reflect. Make statements that will make them to see what they are not seeing! Even when they ask you questions, after giving the answer, end with a reflection statement that sounds like a question which could poise them to think of the answer on their own, for example; after explaining the benefits of a current bank account to Shola, end with “Shola, I hope you now see why it is important for you to always open a current account? Do you think this will solve people’s problem as well as yours?”
LEVEL 3. Relate!
Always find a story that relates with their condition, put yourselves in their shoes, relate with what they are telling you. People like people like themselves, they like people who have gone through something similar. There is an unconscious pattern that causes people to quickly connect with people who have passed through similar situation.
Example: Shola, I remember when I was about to buy my first house too, I was so scared if I could do it, I even struggled with the first payment, but after I made up my mind that I was going to do it, it became quite possible.
Or
Shola, many investors like you that I have helped in the past were also scared to put their money into this. Until their first returns, they eventually found out that they had made the best decision of their lives… etc.
In my next post, I will put up some very useful discovery questions that can uncover anyone’s motive. You can start to pick from these questions and use them immediately with your clients. It will surprise you how well you will be able to qualify them and discover their motives.
Like this post and drop a comment to encourage me in coming up with more good ideas that can assist us all.
I am Kunle Ilori-Diamonds
President, RareDiamonds group.