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CHAPTER 6 HOW TO GENERATE MILLIONS IN SALES & PROFITS

People don’t care how great your product is. They only care
about their problems and how they can find solutions. When
you begin by asking questions instead, it tells the prospect
that you care enough about them to listen to their needs,

However, you must ask the right kind of questions! The most
stupid question to ask a customer (if they come into your store)
is, “Can I help you?” What are most people automatically
programmed to say? “ No thanks! I am just looking.” You
have to be creative and ask questions where their mind will
be opened to listening to you.

The next time someone comes into your store, ask, “ Hello!
Is this your first visit to our shop?’ If they say, “Yes”, then reply,
“ Thanks for coming! Let me show you around.” If they say,
“ No,” say, “ Thanks for coming back, let me show you the
latest items”. Either way, you will get a chance to connect
with them.

Focus on asking a set of questions that would allow you
to elicit:
a) the prospect’s problems, frustrations and unmet need
b) the prospect’s goals, desires and outcomes

Once you know their current situation and their goals, you
can then show them how your product will help them to solve
their problems and reach their desired outcomes.

For example, when parents come to Adam Khoo Learning
Centre, my staff are trained to build rapport with them and
ask questions like, “What challenges are your children facing
in school?” “What are their grades like?” The parents will tell
me all about the problem they face with their kids. “They lack

SECRETS OF BUILDING MULTI-MILLION DOLLAR BUSINESSES 171