This is a great question and here is my answer:
1. You need to prequalify your prospect by finding out what their hot button is by asking:
a) Do they want extra income
b) Financial Freedom -- what does this mean to them
c) Do they want their own business
d) Do they want more spare time (work takes all their time)
e) Are they interested in personal development
f) Do they like to help others
g) Do they like to meet new people
h) Do they need a retirement plan
I) Do they want to leave a legacy
Once you have prequalified your prospect and are sitting with them to talk about SFI there are 5 solid gold questions to be asked. They should be asked in the order I will give them to you.
1. What is your number one priority (referring to the above list)
2. Why did you pick that one?
3. Why is that important to you?
4. What are the consequences of not having that opportunity
5. Why would that worry you.
Learn these questions word for word and don't get sidetracked when you ask them. It is critical that they are kept in order.
My source for this information is a book called "Questions are the Answers" by Allan Pease. You can go to his website at www.peasetraining.com
Hopefully this helps.
less
This is a great question and here is my answer:
1. You need to prequalify your prospect by finding out what their hot button is by asking:
a) Do they want extra income
b) Financial Freedom -- what does this mean to them
c) Do they want their own business
d) Do they want more spare time (work takes all their time)
e) Are they interested in personal development
f) Do they like to help others
g) Do they like
...
more
