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[Dave Pyke Contribution Level: 1]

Most prospects think that they're OK and that they'll be able to retire when they want and everything will work out for the best, even though the job they have now barely pays the bills and they hate that job and their boss!

It's my job to create a conflict with the things that they hold true.

Ask the following questions and tell them to keep the answer to themselves.

1. "How much money are you making now?"

2. "How much do you need to retire?"

3. "Based on the income you make, how long will it take to make that much money?"


Hmmm... They see that they will never get to that amount they need. "What do I do now?"

A ha! you've created a conflict in their mind and they've discovered it for themselves.

You show empathy for the situation.... "I felt the same way... I've found that.... And now I...."

And now you've created a common bond with them and they will more than likely listen to you.

Go for it... Solve the problem, don't look for the sale.



The Wizard.

_____________________________________
Six Figures in 90 Days? No way? Way!

www.RealBigGoals.com

[LISA ALEXANDER - WOLFE Company: AmeriPlan Corporation Contribution Level: 2]

I think the average person knows they may not be ok. I say that because it's clear each time you go grocery shopping and see an older person packing your food into "paper" or plastic." Instead they should be on their sail boat in the Caribbean somewhere.

I know when I see that, it's hard on me and reminds me I want better for my life. I'm sure it does for many.

So I do think there is an underlining part to people that they know, otherwise why would they be in search for something better?

It's our job to help them and guide them, when they come looking for that change.

By asking the open ended questions you've posted are great! But I do think its not a good idea to tell them to not share their feelings on it.

If I've learned anything, it's not to assume I know what's going on in another's mind. Just because I have a strong feeling they aren't happy in their current situation, doesn't mean that they've faced that truth yet.

They could easily be in denial and if I just assume their answers, doesn't allow me the opportunity to help them.

My best results are when I've asked similar questions and waited for the answers. I'd take those answers down on paper verbatim.

Later on in the conversation, I'd use those answers to remind them of their pain and paint a picture for them. Visuals are another key here. Then immediately paint another picture including my solution - a brighter and more hopeful picture.

I had a pretty good closing rate with that and it's one I learned from a couple of the top leaders out there today.

I think you are on the right track, don't get me wrong. But I have to disagree that most don't know. They do know. It may be something more on a subconscious level, but it's there for sure. It's our job to get those answers and try to help them and our tool is their answers.

It's our job to never assume anything (well one important job out of many others).

Just my opinion! ;)

Post edited by: lisaalexander, at: 2008/02/04 18:38

[Dave Pyke Contribution Level: 1]

Great response... In my comment, I only meant that they don't have to tell you the dollar figure how much they make. That may make them feel uncomfortable.

Keep the comments coming!

The Wizard

_______________________________
Six Figures in 90 Days.... Why not!

www.RealBigGoals.com

[william whitlow Company: SendOutCards Contribution Level: 1]

That's a really, really good script for people to use.

If you ask it just like you did, it really hits home with the people over 35-45 age.

At this point in their lives, they are probably starting to wonder
"What Am I Gonna Do"

Usually they're burried in debt, especially if they're still helping put their kids through college. So they'll be laying there in bed at night, thinking about the
conversation they had with you.

This is of course, after you've built up a relationship and identified with them.

Again, this was a really good post.

Happy Prospecting,
William Whitlow

[LISA ALEXANDER - WOLFE Company: AmeriPlan Corporation Contribution Level: 2]

WizardOfBooks wrote:

Great response... In my comment, I only meant that they don't have to tell you the dollar figure how much they make. That may make them feel uncomfortable.

Keep the comments coming!

The Wizard

_______________________________
Six Figures in 90 Days.... Why not!

www.RealBigGoals.com

You could always ask them if they're looking to supplement their income or replace it. Or what they're income goals may be.

I don't think it's right to ask them outright what they make an hour or whatever. But you can still find out what they're looking for.

Another question could be - how would (whatever their monthly income goal) that change your life?

Get them to dream a little.

So I get what you're saying - but you can still find out what they're looking for by asking similar questions without tapping into their personal credit report or pay stub. ;)

What I'm talking about has nothing to do with asking about how much they make "outright" but to find out what they desire and how much they would like to make, how would it change their life, more freedom, etc, etc.

It also helps me see how much they understand about this industry.

If they said, I want to make 500 thousand my first two months. Then I'd need to sit them down and explain a few things.

If they said they want to make 1000 their first month, then I can see I'm dealing with someone that understands you need to work for your money.

Each answer they give steers you into a new direction to better help them.

For me its about having a conversation with them. And if I'd like to know something about them I feel may help - I'll ask.

It just depends on who your talking too. But instead of asking how much money you make, ask how much they'd like to make.

I don't know - I just know that most do understand they're not where they want to be financially.

Most of the US is made up of the financially middle class and trust me - many of those people are always looking for ways to get ahead.

Now if they "mean" it or not, is another thing. But I know at least they're looking.

Otherwise, we'd have no one to talk with!

Post edited by: lisaalexander, at: 2008/02/04 22:49