In order to find out what your prospect's needs are, you need to ask questions, and lots of them. One question will lead to another, and another, until you know quite a bit about your prospect. Once you have enough information from them, and you feel that you understand their needs, and how your product will satisfy them, then AND ONLY THEN can you begin to talk to them about your opportunity.
It's easy for a prospect to talk about themselves, and typically, we like to talk about ourselves. We know more about ourselves than anyone else does. And because we're so familiar with ourselves, when someone asks us questions about ourselves, the answers usually roll off our tongue.
This, of course, is only a short list of questions to get the conversation started. There are many other questions that will come up, depending on the unique circumstances of your prospect.
Obviously some questions would not be asked, depending on the answers to other questions you might have asked earlier. Or, you may want to ask it a little differently, depending on what you found out in an earlier question. Your objective is to get an understanding of your prospect's current financial situation, their future plans, goals, concerns, family dynamics, fears, aspirations, skill set, and time available to work another business.
In short, you want to know as much as you can about your prospects in order to achieve two things: - Find out what obstacles might cause your prospect to hesitate taking advantage of your opportunity, and
- What their specific needs & desires are, so you can customize the benefits of your opportunity around those needs
You MUST convert the benefits of your product into WHAT IT MEANS TO THEM personally. Customize your presentation around THEIR NEEDS, and the information you obtained from the beginning of the prospecting call.
Lastly, there really isn't any right or wrong order that you can ask these questions. And whatever you do, don't go down some list of questions one by one. When your prospect answers one question, it will typically cause a different type of question to come up.... NOT some predetermined order.
In short, think of your prospect as a new friend, who you are learning to get to know. If you are genuinely interested in becoming their friend, and understanding their needs, they will be more than happy to share with you anything you ask. BE SINCERE!
For a complete list of questions for your prospects, see the link in the resource box below.
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