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[Lawrence Bergfeld Contribution Level: 1]

Here is what happens when you ask your prospects the correct questions by listening, they will lean forward and will want to know how can you help them out.

Here is some examples what I learned from listening to Michael Oliver yesterday.

When you ask your prospect if they like their job then the next question should be to ask them why because you will get to know them on a deeper level. And when they tell you the reason why then you should mention in this way what you found for them.

I just found out about an opportunity that will make it easier for you to take more time off of work (if he complains about lack of time with his family) if you ever would like to know how I will be glad to tell you meanwhile lets have lunch. When you have lunch with him listen to what else he complains about but do not address it then and there. Make a mental note of it.

When they ask what it is all about do not dump all the information on it. Before you guys head in seperate directions let him know that you will contact him for a good date and time to share what you have.

When it is time for the presentation to be happening let him know that he mentioned that his time was limited, ask him how much time he would be able to devote to his business every day. Lets say it is two hours.

Ask him how long is he willing to achieve his goal that he mentioned to you about opening a community center for handicaped children if he talked about that with you at lunchtime. If it is five years make with him a plan of action but let hime know NOW to be flexible because life happens with prospects because they come and go and not all of his customers or his team customers will stay with him and he will need to give this business time.

In other words if he knows that people have free will he will then make a long term commitment and he is going to be detatched to the outcome at all times.


This way he will be more likely to rock and roll & less likely getting ready to get ready.



Lawrnece Bergfeld

[Timothy Lawler Contribution Level: 2]

Lawrence,

Good post. I also like Michael Oliver. If you keep staying plugged into him, you will continue to go places. Take care and keep up the awesome posts!

[Mario Sanders Company: Life Force International Contribution Level: 6]

This is good information to have. Hard work does pay off handsomely, eventually.

[Mario Sanders Company: Life Force International Contribution Level: 6]

First off, I don't call anyone a prospect until they can sign on the dotted line. I talk to everyone and listen intently to what they are saying. Even if a person in not in my target market and not interested in what I am doing, they may know someone who is looking for that information that you may have.
That old saying, 'listen and you might learn something,' is more true than you think.
Your job is to keep the prospect talking about themselves so you can keep asking questions. I wouldn't go as far as letting them feel that they are being interrogated but feel more relaxed talking to you about their goals.

[Connie Harvey Company: Rodan + Fields Dermatologists Contribution Level: 1]

I've been in outside sales for years and understand the listening part. What I'm struggling with is how much information to give them without scaring them off. Most just don't seem interested.

[Marti Norris Company: Arbonne International Contribution Level: 1]

Good post. I have read one of Michael Oliver's books and found his writing to be very helpful in learning how to best communicate with prospects.

www.martinorris.com

[Lynda Cromar Company: Empower Network, LLC Contribution Level: 9]

Many people think that if they are doing all the talking that they are in control of the conversation. The reality is that the one asking the questions is the one in control. Another thing that happens is rapport building. People who think you are interested in them (based on your questions) will immediately develop trust in you!

[Mario Sanders Company: Life Force International Contribution Level: 6]

That is very interesting, Lawrence.
I just posted a question on getting prospects. I listen to prospects' complaints about their jobs and situations about their health. I listen and ask questions and offer suggestions.
It does seems that the very ones who are complaining about their situation seldom wants to do anything about it. I have also noticed that the ones who makes the most noise on the jobs will be there 'through thick and thin.' The quiet ones are the ones to watch. They would go about doing something about their situation and change jobs.
Learning how to prospect properly is the main key in finding that one person who is looking for that alternative route. Listening is a key part in getting to know people and giving them what they want and especially when they want it.

[Lynda Cromar Company: Empower Network, LLC Contribution Level: 9]

I've been in outside sales for years and understand the listening part. What I'm struggling with is how much information to give them without scaring them off. Most just don't seem interested.

Connie I think its important to ask questions then send to a presentation. If you have all the answers then they will think they have to.

[Mario Sanders Company: Life Force International Contribution Level: 6]

I might not know all the answers and probably not know the correct way to pose a question but I have learned that just listening to what people have to say is a powerful tool.
I have had several people would come talk to me and tell me things that are going on their lives that they would not entrust to just anybody else. They are entrusting their lives to me and revealing their most inner thoughts as a good friend they become to trust. That in itself is a powerful tool to have to be entrusted with.
Building a business has become more than just making money and helping others to achieve their goals. You have become a sounding board for them to relax around you knowing that you are really a friend indeed!