01 September 2019
Try these prospecting questions.
"Do you like weekends? Want them to be longer?"
"Do you feel underpaid?"
"Notice how prices keep going up, but our pay doesn’t don’t?"
"Want a more exciting career?"
"Wouldn’t it be fun if we could do the bits we like at work and not the rest?"
"Want a more choice in retirement?"
"Want a more option on future holidays?”
Listen to the answers, and simply take the volunteers.
Presentation tip.
Prospects want short presentations. They are busy and want to get back to their lives. So how can we help them relax?
Start by saying, "Here is the short story." Then allow them to ask questions about what they are interested in, instead of us telling them what we think is important.
Stories sell, Facts tell, and Facts can also be pretty boring too!!
Understanding procrastination.
Our prospects are scared of change. They fear the unknown consequences of starting something new. We can calm their fears by letting them know many other people have gone before them and succeeded. Plus, we can offer to hold their hands and work with them to be successful.
This is a great time to show our prospects testimonials from others we have helped in a similar position to them.
Humour
After a tiring day, a commuter settled down in his seat and closed his eyes. As the train rolled out of the station, a woman sitting next to him pulled out her mobile phone.
She started talking in a loud voice:
"Hi sweetheart. It's Sue. I'm on the train. Yes, I know it's the six thirty and not four thirty, but I had a long meeting. No honey, not with that Kevin from the accounting office. It was with the boss. No sweetheart, you're the only one in my life. Yes, I'm sure, cross my heart!"
Fifteen minutes later, she was still talking very loudly.
The man sitting next to her decided he'd had enough, so he leaned over and said into the phone, "Sue, get off the phone and give me another kiss."
Sue doesn't use her mobile phone on the train anymore.
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