• Goodreads

My Notes

Tow most important questions in the quest for success: 1 what is the outcome I’m after? 2 do my actions support the outcome? (Ask these questions to reps constantly) closing is a prices, not a one statement event! Start questions with “Please describe …” “What are your expectations in terms of…” Professionals find out exactly what they’re going to have to do to get the business. No tricks. No games. No generalizations. No earnest monologues. Just adding enough of the right questions. “Please describe the three outcomes you are most interested in swung as a result of…” (Working with a financial advisor. Having a financial plan.) After initial rapport building, ask “Would you mind if I ask you an important question? What would you say are the the most important things you want your investments to accomplish for you?” Insurance. “What are the the things you want to protect your family from in the future?” Recruiting: “Where are you trying to get to, and what do you perceive as your the biggest challenges in getting to those goals?” After they’ve answered the questions, “You know what? We may be able to help you. Let’s talk about it.” The 2nd questions should be status questions whereby you find out what they’re doing now. Each sale is made up of dozens of small sales.

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