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Hurts So Good
Learn how to gain leverage on every prospect you come in contact with.
When to Use
Always connect your prospect to their pain, to their challenges or to the void your product or service is going to fill by asking intelligent questions.
We are in the business of providing solutions for our clients. In order to provide a solution, there has to be some sort of challenge or void that we need to fill with our product or service.
Make sure our client is associated with that challenge.
Start by asking your prospect, “What are the biggest challenges you are facing in ___________ right now?” Then follow up with “How does that affect_________?” Finally, ask the prospect “Tell me more.”
You want to get as much information as possible on the front end to make your case that your product and service will help fill their void.
Once you have asked the questions, repeat back the challenges and how it affects ________ to the prospect. This allows the prospect to make changes and allows you to confirm that you heard things correctly.
Next, ask, “If I could show you how our (Product/ Service) could help you ______________, would this be something you are willing to invest in today?”
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