That One Question Over The Phone You Should Always Ask Your Prospect
“If we were having this conversation 12 months from today and you were looking back on the last 12 months, what would have needed to happen for you to be happy with your results?”
I learned what the Opening Prospect Question was from a great mentor of mine Frank Kern – Online Marketing Sensation.
Frank Kern learned the Opening Prospect Question from another great mentor Dan Sullivan.
Often as online marketers we prefer to hide behind our computer screens rather than jump on the phone with prospects.
Having the automated system is great however, there may come a time most likely where at some point you will have to jump on the phone.
Some people love it, some people hate it and some don’t mind.
Use this Opening Question every time you are on the phone with your prospect.
Majority of people when they get on the phone will immediately start talking about themselves when they should be letting their prospect do all the talking.
You are still in control of the conversations because you began it by asking the opening question.
As another one of my great mentors Aaron Rashkin says: Be more interested in them than interesting to them.
Asking the opening question gets your prospect to focus on what they want – This is the power of influence.
It does three things:
1.The prospect considers working with you for a year long period.
2.Gets them to focus on what they want instead of their excuses.
3.Paints a picture of what their life will look like in 12 months time.
At this point you verify where there are now and you can bridge the gap from point A – where they are now to Point B where thy want to be by providing a solution.
Use the Opening question next time you jump on the phone with your prospect and see what your results are…..