Sales Golden Rule

I have one last little question that I learned from Dan Sullivan. He devised the Relationship Factor question, and I invite you to write this down.

You've had a conversation now with your prospect for a long time, and then you say, let's just imagine that you and I were sitting across from each other three years from now.

OK.

April 21, 2024 And you hear the cadence. It's not unintentional. I stopped. You said, OK. I'm happy. You said, OK.

And I say, Tell me, what needs to have happened for you over these past three years for you to be happy with our relationship. If I'm talking to a single person or a couple, That's a big question.

I say and if it's a couple, I say, and I want you to answer it, and almost plug your ears and I want you to answer because they're so often different.

And I want us as salespeople to listen to that and write down on your pad,
the exact words they say. I want to put my kid through private school. I want to retire early.

When you write your follow-up letter or email to them, you say, Bill, you said you wanted to retire early and Sally, you said, you wanted this and that and you'd send your child to private school.

When they hear their exact words, now they know you have listened.

That is so golden