The most qualified leads in the world won’t help you unless you have the correct thinking and approach.
Your Purpose Is Not To Make A Sale!
Your purpose is to “help people solve their problems”. Making money, and lots of it, will be the natural result of understanding how to do this. Meet their needs by identifying and talking about their problems and providing solutions. Put aside your agenda and they will reveal theirs. Simply discover if there is a fit between your solutions and their needs by having a dialogue around
1. what they want;
2. why they want it; and
3. how much they want it.
Change your thinking from “I must call as many prospects as possible today and sign them up into my business” to, “I’m going to call as many people as possible to discover if they have any problems I can help them solve”. Can you feel the difference now? See yourself as a problem solver rather than a persuader, seller or teller. This is the thinking that brings you high conversion ratios. So how do you do this? You ask questions!
Why? Because people have the answers! They know what they want, why they want it, and the history behind what they have done about it. They also know how they feel about their present situation and their level of desire to make changes. If you listen they will tell you everything you need to know. Your questions allow people to listen to their own answers. As they do, they will feel their own discomfort (if any) about their present situation and persuade themselves to do something about it. All you do is ask “the right types of questions at the right time” and listen for and respond to “what is being meant and not just what is being said” (two Natural Selling Principles). When you suspend your own needs and listen to people, people will listen to you! And after all, isn’t that what you want?