Wouldn’t it be great if there was one simple “Prospect Barometer” to KNOW if a prospect will move forward? One simple “tell” to discover if they are engaging with you? One simple method to take the “pulse” of your prospect?
There is… BUT, first it’s important to understand a profound truth articulated by 17th century French mathematician, physicist, inventor, philosopher, writer and theologian, Blaise Pascal.
While testing the theories of Galileo and Evangelista Torricelli (an Italian physicist who discovered the principle of the barometer), Pascal invented the syringe and the hydraulic press based upon “Pascal’s Principle”: pressure applied to a confined liquid is transmitted undiminished through the liquid in all directions.
In one of his well-known books, Pensées, he shared this observation: people are “easily persuaded by the reasons we ourselves discover than by those which are given to us by others.”
So, here’s Keffer’s Principle: If you tell prospects they are wrong (apply pressure), they will defend themselves and you will lose. The smart advisor leads prospects through a process of self-discovery.
Leading prospects through self-discovery requires patience and skill.
The most potent tool in self-discovery is an arsenal of Awareness Questions. Questions that allow a prospect to self-discover that they are NOT OK… and that they need YOU!
So, what is the Prospect Barometer?
It’s who is doing the most talking.
If you are talking more than one-third of the time, the probability of moving ahead is low. The more you talk, the less likely they will become a client.
Test what I’m saying in your next FIT1 Prospect Session.