Mar/10

25

Some of the how and why of information gathering from your prospect

Here are some of the ways and the reasons why you should gather information from your prospects.

  1. No better way to form a friendship than to ask people questions about themselves
  2. No better way to find out where the prospect’s head is at, than collecting ‘info ammunition’ on specific questions
  3. Questions to set the stage for discovering the “Dominant Buying Mode”
    1. What their profession is or was
    2. The dollars they want to earn per month
    3. How many hours they are willing to work to trade for that ‘new’ income
    4. What is their home based business experience
      1. Now
      2. What  was it in the past
  4. Specific questions to get at the ‘Hot Button’
    1. If I could show you how to eliminate your two biggest monthly expenses, that’s probably your car payment and your house payment.
    2. Right?
      1. Right
    3. Would that be worth 30 minutes of your time?
      1. Yes
    4. And if their two biggest monthly expenses aren’t the car payment and the house payment, find out what they are and how much.
    5. (For this example let’s assume the total of the 2 largest expenses is $2k/month)
    6. What if we were to annualize that amount and I would pay you a lump sum of $24,000, what would you do with that money?
    7. Please think about it and don’t give me a glib answer like going to Vegas with the money. What would you really do with that money
      1. Pay bills
    8. That mean you have some credit card debt. Right?
    9. I’ve read somewhere that the average American household has around $75k in credit card debt.  I don’t know if you are more or less but it seems like you have some serious bills – Right?
      1. Yes
    10. And what you are doing full time professionally is what?
      1. Sales
    11. And you can’t sell enough to make enough money to pay off these credit card bills and it’s causing a little psychological trauma in your life.  Am I close?
      1. Yes
    12. It’s causing some spiritual warfare?
      1. Some
    13. Joe , were talking about making money.  On a scale of 1 to 10 — If 1 is that you’re curious and 10 is you’re deadly serious, how do you rate yourself?
      1. An 8
    14. What are you trying to make money for that you can’t rate yourself a 10?
    15. We’re not  talking about a specific business, we’re just talking about your motivation.
    16. Some people will tell you that they are actually a 3 or 4
      1. I guess they just don’t have a pressing financial need.
      2. And that financial need does not always have to be negative – like having alot of credit card bills to pay
        1. Getting your kids through college is not a negative need

Continue the gentle conversational inquiry.

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