Page 181 - merged.pdf

CHAPTER 6 HOW TO GENERATE MILLIONS IN SALES & PROFITS

the motivation to study,” “they are slow at learning,” “they
failed 5 out of 8 subjects” or “they lack self-confidence.”

The next set of questions we ask would be, “What do you
want for your children?” or “What kind of results would you
like to see when you send your child to the program?”
Parents would usually say things like, “ I want him to score
at least Bs or As for his exam” or “I want her to be more self
motivated” etc…

Once we have gathered all this information, we would tell
them how all our program topics will help their child with all
their specific problems and help them achieve their goals. For
example, “In the program, your child will learn effective
learning skills that would help them become more motivated
to study and achieve at least a ‘B’ or an ‘A’”. Our trainers
are role models who are able to impart life skills, the sort of
skills that will give your child the confidence to do their best.”
This way, you are literally selling to your customers the way
they want to be sold.

Again, this is applicable to any product or service. If you are
selling cars, ask your prospects what problems they had
with their old car. Ask them what they are looking for in their
ideal car.

It is important that you learn how to ask questions in a way
that does not sound nosy, presumptuous or interrogative. The
trick is to use a tone of curiosity and concern. A great idea
is to begin a question by using opening softeners like, “I was
just wondering…,” “ Out of curiosity…,” “ Just so I can better
assist you, could I ask a few questions?”

172 SECRETS OF BUILDING MULTI-MILLION DOLLAR BUSINESSES