Question Based Telling – Learn to use this tool
Learning how to use question based selling/telling is essential to building a big organization. Your prospect don’t care how much you know until the know how much you care.
When you talking with a new prospects honestly ask questions about them. Learn about what they want in life and what motivates them.
No matter how excited you are about your new opportunity and product, if it’s not what motivates your prospect it won’t matter.
There’s a great book out there by Thomas Freese – The Secrets of Question Based Selling .
He goes through how asking questions to direct your sales process rather than spotting off all the knowledge you have about your product.
I put together 30 questions to ask your prospect that you can use when working with your prospects. Just click on the banner in the top right and you can have these absolutely FREE.
Getting to know exactly what moves your prospect is so very important. The only way you can do that is to ask questions.
Here’s a basic acronym that we have used for years that works pretty well as a start.
It’s called F.O.R.M
F – Family, find out about their family and how important that is to them.
O – Occupation, knowing what they do for a living and how they feel about that is very crucial.
R – Recreation, what do they like to do to have some fun in life with and without the family.
M – Money or Motivation, this is really what motivates them to continue what they are doing currently.
Use this FORM to get to know your prospects by asking the right questions.
I hope this has help you and please share with your team and comment below.