Ping it Back

I think that was a tune from Moloko from the late 90’s

But it’s also a habit that mortgage advisers get into when customers ask them a question. They’re trained and instinctively they answer.

My thought for you is stop this and ping it back. Yes that’s right ping back the question to find out a little more behind the question.

Use:

  • “May I ask, what made you ask that question?”
  • “I’m curious to know why you asked that?”
  • “That’s an interesting question, what drove you to ask it?”

This way you can establish a little more of your customer’s motivations and intentions, extremely valuable in establishing criteria and soft needs when factfinding.

Ping it back…or was it a song by Enrique Iglesias?

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