I was a prospect once. A small, innocent, naive prospect looking for a college to attend. I wanted a school that had a music program because, at the time, I thought that was the only way for someone to make money with music. Oh, how I was a fool then.
But it wasn’t the music program that inevitably sold me on the college itself, it was the community and the people. Everyone, despite all the hard work they were going through, behaved in a energetic, fun, and Christian way that only seemed to encourage me to come to the school. The tour guide seemed genuinely interested in what I wanted out of the college, and asked probing and open-ended questions that helped them to find out how they could better sell me on the idea of me coming here; an idea of a happy me and educated me.
They were right. Despite all the pain this place has put me through, I can safely say I made a good purchase by coming to this school. It was no cake-walk, but it was an experience that I am very grateful to be sold on.
testacr22
This is a great experience of how engaging questions can make a huge change in a prospects eyes. Genuine care also goes a long way and this is a perfect example of how great salesmen can really make a difference.