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You'll Set More Appointments
and Close More Sales By…
Asking The Right
Questions!
If you want to take your sales to the next level? Then, start asking everyone you
meet with more and better questions? For example, to get you emotionally
involved in solving your prospecting and sales problems, I might ask you the
following…
How many of you are currently
earning $250,000 or more per year... Every Year?
If I could show you how to make $250,000 or more per year, every year, without
spending any additional time or money, would you like to know how?
Then, if I may ask:
How many
of you are offering seminars, free educational workshops, free reports; or
running Ads in a local newspaper; or sending out sales letters; or following up on
leads; or even cold calling?
How many of you are truly happy with the amount of
appointments you are setting from these prospecting activities?
How much simpler would your prospecting be if you
could set appointments with ‘9 out of 10’ of your attendees right at your
seminar or workshop?
What if you could set appointments with ‘9 out of
10’ of the people who contact you... or you call on?
What if you could dramatically reduce the amount of
cancelled appointments and 'no' shows?
How much of your time would you free up?
Why would that be important to you?
Who would benefit from that freed up time?
What would that freed up time mean to you and your
family?
Where could you spend your freed up time?
When would you like to start freeing up your time?
How do you feel about that?
When you meet with your prospects...
How many of you are consistently closing '9 out of 10' of your sales
appointments?
What if you could consistently close a sale with ‘9 out of 10’ of the prospects
your talk to?
How much more money could you make if you were able to close '9 out of 10' of your sales on
the first or second appointment?
What would that do for your career?
How do you feel about that?
Why is that important to you?
How much additional money would you make?
What could you do with that additional money?
Who would benefit from that additional money?
Where could you go if you had more money?
When would you like to go?
How do you feel about that?
What did I just do?
Did I help you identify a problem?
Did I help you to get emotionally involved?
Did I hint that I might have a solution to your problem?
Did I help you to see what’s in it for you?
How did you feel after reading the questions?
Let’s think for a minute...
If your prospect doesn’t see they have a problem, and how they'll benefit by
working with you… then is there any reason
why they should meet with you or buy from you?
Is there any question that most people buy based on emotions, and then they
justify their decision based on logic?
Consider, if you want to set more appointments and close more sales, then wouldn’t it follow
that you must help your prospects to recognize they have a problem and then get
them emotionally involved in finding a solution to that problem?
Do you believe it's humanly possible for
you to close '9 out of 10' of the people you meet with?
If you don't believe you can, then maybe
that's why you aren't. And yet, aren't most of the leading producers in our
industry closing '9 out of 10' of the people they meet with?
What is it
they know that you don't?
What the Leading Producers know that you don't... Is that it's all in the
who, what, where, when, how and why questions!!!
If you want to set
more appointments and close more sales, then wouldn’t it make sense to learn how
to ask more and better questions whenever you are talking to your prospects?
Lew and Jeremy Nason
'The 9 Out Of 10 Guys'
_______________________________________________________
"This class (Advanced
Fact Finding Techniques) has met all of my expectations. The material was
concise. The delivery by Lew was relaxed. The help from Jeremy
completed the experience. Even though I have not known Lew very long, I
can see that he can help me in ways that I can't even see now. I have a starting
point to turn my business around. He pointed out the obvious, (I have a large
client base to go to). I do have many good practices and some bad ones. I can
now see which ones that I want to foster and which ones I don't want to
continue. I'm sure, like they say in the movies, "I'll be back!"
Dick Dorrough, CO, April 2008 (13 years in the business)
"Lew Nason's
Fact Finding approach to selling life insurance, eliminating debt, and
accumulating wealth is exactly what I've been looking for to help my clients.
Whether you have been in the life insurance business for five (5) days, or fifty
(50) years, I would strongly suggest everyone spend some time with Lew and
Jeremy Nason to advance their talents, increase their earnings, and provide
a better lifestyle."
Terry Bialek, Canada, April 2008 (30 years in the business)
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Introducing...
