Excerpts from the Leadership Circle Training Series call with Nicki Keohohou, CEO of DSWA and RTE speaker, on “how to train your team with skills that create more engagement and retention”.
Practice the following steps and get good at them and you will see increased retention in your organization:
1. Establish Rapport - Remember rapport is built on who you are being, not what you are doing. People will find you interesting if you are interested in them. When you find common ground with someone it is much easier to build and establish rapport.
2. Ask & Listen - Get to know the person and understand them better by asking the right questions and listening to their responses. The questions should come from a place of service, meant to build trust, show integrity, authenticity and respect. Become an expert on asking open-ended questions (who, what, where, why and how) about them. Then pause and listen, don’t answer for them.
3. Clarify Emotional Why - This is different from a material “why” and it is so far beyond just being about the money. Once you find it and help your prospects find it, it becomes the motivation which drives your behavior.
4. Make the Connection - You must practice connecting what Jusuru has with what they want and their why.
5. Extend the Invitation - One of the best ways to do this is to use words like “the next step is” or “the best place for you to begin is”. You can ask your prospect to rate themselves based on what they’ve heard so far on a scale of 1 to 10.
If 1-6, you would want to say something like “right now might not be the best time to get started in the business but there are still a few ways we can work together: 1. Be a customer, 2. You may know someone who’s looking for a product like ours, 3. You may know someone looking for an extra income in their part-time."
If 7-8, you would want to ask what additional information they would need to get them to a 9 or a 10? They might just want some more basic info on the compensation plan or product in writing. No need for a dissertation, just more basic info to get them there!
If 9-10, you would want to zip your lips and sign them up!
6. Follow Up - Your follow ups should be fast, friendly and not forever. Get permission to follow up. Then get a schedule from them and commit to a time and ask them if they will commit to the same time? When leaving voicemails, try to match the speed and tone of the prospect and always repeat your information twice!
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