Prospecting: Motivating Your Prospects to Sell Themselves

Okay, we all know that no one likes to be sold. Therefore, we need to become adept at helping our prospects to sell themselves.

How do you get them to sell themselves? You do this by finding out what is important to them. You must find out what motivates them – help them to find their “why.” To do this you must ask leading questions. Try to avoid “yes or no” questions as they will leave you doing most of the talking. You need them to do the talking. This is your opportunity to listen and learn.
 
Ask questions about their family, what they are currently doing to make money, how much money would they like to make, have they ever owned their own business before. If they give you a short answer, then ask them to expand on it. 
 
Treat your prospecting like an interview. Don’t act hungry (like you will take anyone). Let them know that you want to see if they are a good fit. Ask them about their attitude and abilities. Let them begin to create their own desire to be a part of what you are offering. Then send them to your resource to teach them about your opportunity and schedule a follow-up call.
 
When you follow-up, immediately get them talking about what they liked. Let them go on about this and if they don’t, ask more leading questions. Get them talking about their goals again and how this opportunity could help them get there. Then you can close them, if they haven’t already closed themselves.