Uncover your prospects' motivations by asking open-ended questions about how solving their problem or reaching their goal will benefit them and their family, and what it will allow them to do. Effective listening is challenging because people are unsure how to listen, what to listen for, or how to respond. When sharing what you have to offer, do so with emotion, as what really drives people to do business is solving their underlying needs and motivations.

1. Uncover Your Prospects
Motivation by simply Asking

2. If I can help you
solve your problem/if I can help you reach
your goal…
What will that mean to you?
What will that mean to your
family?
What will that enable you to
do?

3. I know you believe you understand
what you think I said.
But I'm not sure you realize that what
you heard is not what I meant!

4. The challenges about effective listening is that
(1.) Were not sure how to listen
(2.) What to listen for, or
(3.) Even know how to respond to what someone
says.

5. Share what we have
with Emotion!
SO WHAT REALLY
DRIVES PEOPLE
TO DO BUSINESS
WITH YOU?

6. “
”
Go for No…Reprogram
how you think about
NO!
Creating Anchors