57: Discipline of Qualifying all Leads
AUDIO VERSION ONLY:
The importance of qualifying a 100% of your prospects before you go on the appointment.
This is going to be a critical conversation, one that will save you lots of time and one that will make your job a whole lot better and easier and overall … Profitable.
I want you to develop the discipline to qualify every single prospect before you ever go on the appointment.
And you have to understand that
If we qualify the prospect correctly we will discover not only what they want but also what they don’t want and what are their biggest concerns.
When you know all of this you will be able to shift and alter your presentation in a way that addresses their concerns and eliminates all their objections before they come up.
Qualifying is something that 95% of the agents do not know how to use and this is the #1 reason why you get so many objections.
Let me ask you a question.
If you know before hand what objection is going to come up, would you be able to prepare for it?
Of course.
And if you prepare for it do you think you would be able to increase your odds of overcoming it?
Of course you would and than in almost all cases you will get more contracts signed.
So now that you know this and understand this you have to make a commitment to master it.
Master Qualifying.
How do you qualify, you qualify by asking questions.
What kind of questions do you ask?
You ask questions that help you discover the most potential important things to your prospect.
Ask questions that help you discover.
1. What they want and why they want it
2. What they need and why they need it
3. What potential problems they are trying to solve
4. Their time frame
5. Their financial ability and
6. Who else maybe involved in the decision making process.
That is it and that is a ton of information for you to know …
Know that much and you will be able to eliminate any objection before it ever comes up.
So here is what I want you to do to really master this.
I want you to come up with two questions that you can ask any buyer or any seller that will help you discover what they want and why they want it and do the same thing for each of the 6 steps.
This way when you complete this exercise you will have a 12 question qualifying script.
That is it … When you Master Qualifying you will be able to vanish all objections before they ever come up and you can learn how to master that from todays sponsor at http://www.HandleThisObjection.com
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