Selling to Prospects

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The next step is to get inside your prospects’ minds to help them talk themselves into renting with you. Now the trick to getting inside the mind of your prospects is to learn their internal dialog. You know this goes on. As you’re talking to your prospects, they’re talking to themselves. And you’re also talking to yourself at the same time. You may be thinking, “Gosh, I hope this person rents from me. I’ve got one 10×20 left; I hope I can rent it today. Geez, I hope the kids got off to school okay today.” You’ve got all kinds of things running through your head when you’re talking to people, and the same thing happens to them. So if what you can say to yourself is, “I’m going to rent to these people,” now you’re assuming the sale, and it becomes the power you need to make the sale. At the same time, your job is to influence or at least to understand the internal dialogue of your potential customer.

And this is happening right now. You’re talking to yourself right now while you’re reading this. You’re thinking, “Gosh, what’s this guy doing? I stayed up too late. I hope my 401K increases in value this quarter. Why is Tron going on and on about this?” You’ve got all sorts of thoughts going on in your head, and I’ve got stuff going on in my head too. I’m thinking, “Geez, I hope they enjoy this. I hope nobody falls asleep reading this.” That is just how it is.

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