My wife, child, and I are back in Louisville, KY. I wish it were on better circumstances. My wife’s grandmother passed away Monday morning due to lung cancer. It was difficult for her and all of her family.
The visitation was on Wednesday and the funeral was earlier today. I was amazed to see the number of people who showed for both the visitation and the funeral. It’s was very apparent that she touched many lives. During mass, the priest read some letters from the family. One of the quotes she was known to say was “If you don’t have something nice to say about someone, then look deeper until you find it”. I do not know if she coined the phrase but she did live by that motto. She led a very positive and uplifting life. Her generosity and caring will be something I will never forget.
Earlier tonight we met my wife’s parents and siblings at her grandmothers home for pizza and story telling. I saw all the pictures of her children, grandchildren, and great-grandchildren on the fridge. She created such a fantastic loving family which I am very blessed to be apart of. She was loved by all and will be missed.
The best way to keep a conversation going, with a prospect, is by asking open-ended questions. This helps sales representatives gather information during the qualifying stage and allow them to customize an offer for the individual.
C.L.A.W. is a simple acronym that may help you remember a few open-ended questions.
- C – Current situation – Tell me, what are you currently using for…?
- L – List of Likes – What were some of the reasons why you decide to choose your current provider/services…?
- A – Areas of Improvement – (listen to the answers to the previous questions in order to cater your question.) “How would having _______ improve your current situation?”
- W – Who else – Who else will be included in making the final decision? or..Who else would use the services/products?
