Messages from the Masters
Focus on Your Prospect's Pain or Pleasure by Hilton Johnson
All motivation for animal life is based on avoiding pain or seeking pleasure. When you are talking with your prospective clients for the first time, listen for anything that tells you they are in pain or they are looking for pleasure. Then ask them probing questions that get them to elaborate. Questions like, "What do you mean? Why do you say that? Would you elaborate please?"
The more your prospects talk about their needs, the more likely they will become emotional about them. Since all buying is emotional, you simply build that emotion to a peak and then offer solutions with your coaching services. You don't need a close because they will sell and close themselves. We call this, "Selling By Attraction." Hilton Johnson,
This article was submitted by Hilton Johnson, The CoachTrainer. To learn more, go to http://www.coachtrainer.com. Copyright © 2000 Hilton Johnson Productions, Inc. All rights reserved worldwide.