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Power Prospecting Questions _ Your 30 Second Commercial

VIEWS: 1 PAGES: 4

									         Power Prospecting Questions & Your 30 Second Commercial

What You Are Going To Learn

    1. How to Prepare to Amaze Your Prospect
          a. Effective Use of Power Questions
          b. How to formulate a power statement
    2. How to Introduce Yourself Effectively

How to Prepare to Amaze Your Prospect – Part A

Why ask “Why?”

Question:

         How do you build rapport with your prospects?
         How do you determine your prospects needs?
         How do you establish prospect confidence?

Answer: Question.

The technique of asking and answering questions is the heart of a direct sales presentation.

Without questions, you’ll have no answers.

Without questions, you’ll have no sales.

Without sales, you’ll have no money.

Any questions?

As a direct seller two of the most important aspects of interviewing a prospect are the ability to ask a
question and listen.

If you effectively ask the “right” question(s), your prospect will tell you everything you need to know
during the prospecting interview.

Sounds simple, right? Things to think about when asking questions...

    1. Are you doing an effective job of asking questions?
    2. Are you doing an effective job of listening to the prospect?
    3. Are you prejudging the prospect, anticipating their answers, or worse interrupting the dialogue?
    4. Do you think you know all the answers, so why bother asking questions or listening with full
       attention?
    5. Have you uncovered the true needs of the prospect? How can you satisfy needs of you don’t
       know what they are?

For more details on power questions, see http://kevinmcnabb.info/myblog/


Kevin McNabb – The Responsible Network Marketer™
http://kevinmcnabb.info/myblog/                                                                     Page 1
        Power Prospecting Questions & Your 30 Second Commercial

How to Prepare to Amaze Your Prospect – Part B

A power statement is electric with selling energy.

Are you energizing your prospects with words of power... or are your batteries dead?

Are you putting them to sleep or knocking them out?

Do you make a memorable impact on your prospects?

You better.

You can be sure you do when you use power statements.

Your brain is your power tool. Plug it in.

What is a power statement? A statement that makes your product or service outstanding,
understandable, credible (incredible), and buyable. A (non-traditional) statement that describes what
you do and how you do it in terms of the customers and their perceived use or need for what you’re
selling.

Where does the statement get its power? YOUR CREATIVITY.

The objective of the power statement is to persuade and motivate the prospect to act.

How do you create a power statement for your business? Easy – just think of what you do in terms of
how your customer will benefit.

Here’s the mindset needed for generating power statements:

         Don’t sell drill bits. Sell the perfectly smooth holes they create.
         Don’t sell cars. Sell the prestige and status you’ll have, or the smooth ride.
         Don’t sell eyeglasses. Sell better vision and a stylish look.

Get it?

For more details on power statement, see http://kevinmcnabb.info/myblog/




Kevin McNabb – The Responsible Network Marketer™
http://kevinmcnabb.info/myblog/                                                                  Page 2
        Power Prospecting Questions & Your 30 Second Commercial


How to Introduce Yourself Effectively

Shake!

Introductions...

Do they listen to your pitch with a friendly ear, or pitch you out on your rear?

Are you a direct selling professional or a professional visitor?

You’ve got a few precious minutes to make a powerful, professional first impression.

If you can’t open, you can’t close.

Knock, knock...

How to write your 30 second commercial

Your commercial is an opportunity to provide information that creates interest and response from
people you network with.

Your objective is to have 15 to 30 seconds of information that...

        States who you are
        States who your company is
        Creatively tells what you do
        Asks one or a series of power questions
        Makes a power statement that shows how you can help others
        Ends with why the prospect t should act now.

After you creatively say what you do, you ask a power question or a series of questions that makes the
prospect think and respond in a way that gives you needed information.

This information allows you to formulate an impact response to show how you can help, and lets you
know how qualified the prospect may be. The questions must be open-ended. (A question that gets the
prospect thinking and talking. Not just saying yes or no.)

There is no reason to tell a prospect how you can help until you have uncovered what kind of help he or
she needs.

On the next page you will find the blueprint to the 30 second commercial.

For more details on the 30 second commercial, see http://kevinmcnabb.info/myblog/



Kevin McNabb – The Responsible Network Marketer™
http://kevinmcnabb.info/myblog/                                                                  Page 3
      Power Prospecting Questions & Your 30 Second Commercial


Your 30 Second Personal Commercial Worksheet



Name:



Company Name:



What you do (briefly):



Power Question:



(Ask more follow-up questions until you get the information you need.)



Power Statement:



How you help:



Why prospect should act now:



Instructions: Fill out the form, read it from top to bottom, add a few personal pronouns, time it, practice
it, and voila!




Kevin McNabb – The Responsible Network Marketer™
http://kevinmcnabb.info/myblog/                                                                     Page 4

								
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