Mar/10
25
Some of the how and why of information gathering from your prospect
0 Comments | Posted by admin in Scripts,Tips & Advice
Here are some of the ways and the reasons why you should gather information from your prospects.
- No better way to form a friendship than to ask people questions about themselves
- No better way to find out where the prospect’s head is at, than collecting ‘info ammunition’ on specific questions
- Questions to set the stage for discovering the “Dominant Buying Mode”
- What their profession is or was
- The dollars they want to earn per month
- How many hours they are willing to work to trade for that ‘new’ income
- What is their home based business experience
- Now
- What was it in the past
- Specific questions to get at the ‘Hot Button’
- If I could show you how to eliminate your two biggest monthly expenses, that’s probably your car payment and your house payment.
- Right?
- Right
- Would that be worth 30 minutes of your time?
- Yes
- And if their two biggest monthly expenses aren’t the car payment and the house payment, find out what they are and how much.
- (For this example let’s assume the total of the 2 largest expenses is $2k/month)
- 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?
- 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
- Pay bills
- That mean you have some credit card debt. Right?
- 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?
- Yes
- And what you are doing full time professionally is what?
- Sales
- 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?
- Yes
- It’s causing some spiritual warfare?
- Some
- 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?
- An 8
- What are you trying to make money for that you can’t rate yourself a 10?
- We’re not talking about a specific business, we’re just talking about your motivation.
- Some people will tell you that they are actually a 3 or 4
- I guess they just don’t have a pressing financial need.
- And that financial need does not always have to be negative – like having alot of credit card bills to pay
- Getting your kids through college is not a negative need
Continue the gentle conversational inquiry.