How Does Right Brain Prospecting Impact Sales Outcomes?
If you’re a property agent that emails, letterbox drops, and makes hundreds of cold calls offering local market information as a means of an introduction to your services, you are likely being met with loads of “I’m not interested” or little response for your efforts.
If you have a database of prospects that are considering a move but stuck on all the reasons why a move is not possible right now, and your focus is on trying to resolve the issues that are keeping the prospect stuck, you are likely focusing in the wrong area.
Think about the Left Brain, Right Brain theory. When communicating with a prospect who offers a list of reasons why not, a simple solution is to tap into their right brain thinking.
This idea is supported by Forrester Research, which found that 65% of high-level decision makers give their business to the company that creates the “buying vision”. This means they’ve tapped into their right brain thinking.
What we’re suggesting when prospecting and building new relationships, is that you introduce questions using words that stimulate right brain thinking (suggestive not factual), which in turn will take the prospect on a more visionary journey rather than focus on their current reality.
1. Example of a scripted question to get the prospect focussing on their ideal destination, rather than the one they are stuck in.
I have also underlined the words that will trigger right brain thinking, plus hyphens (-) to help to pace your speech.
“On the matter – of your ideal next move – may I ask – do you have a vision of what your perfect next move might look like – and perhaps – where that might be?”
From here, continue with further questions about their dream location. The right brain is all about imagination, creative thinking and freedom where there are no limitations, logic or fears, therefore no resistance. Take your prospect on a visionary journey, not a factual one – just for a few minutes.
2. Example of a scripted question for when the current property needs work before listing.
“Let’s imagine – just for a moment – your current property – is in top shape for listing – what would your ideal time frame be – for your next move to happen – 2 years perhaps – or more than that?”
It’s important that you offer wide time frames that convey you are not going to pounce, but rather stay cautiously in the discussion. We always find a prospect will correct the time frame to fit their needs, and often much sooner than you think.
3. Once you feel you have traction with the prospect, you may then broach the subject of what needs to happen next.
“Perhaps – we could address – what might need to happen – to make this a reality for you? May I ask – what are the priority issues – you believe – are needing attention – before you can focus – on your dream destination?”
By investing a little time in taking your prospect on a visionary journey, using suggestive words and statements rather than fact, this will trigger right brain thinking and disrupt the prospect’s usual resistant attitude towards cold calls from property agents.