Follow Up Training by Archie
Proper interview and interview questions -by Archie
Bill Ray Training: Step 5 Follow up (MP3)
How to follow up? A book by Keith and Tom Schreiter
8 Follow-Up Strategies to Keep Your Prospect Engaged
Your dentist teaches you how to follow up.
Closing Questions
By Ray Hidgon
11. If someone were willing to show you how to make money from home, would you be coachable?
12. Did you know there are ways to create income that flow into your bank account whether you roll out of bed of over in bed?
13. If you had a magic wand, what would your perfect job be?
14. If you had a magic wand, what would your perfect life be like?
15. When you said you wanted to spend more time with your family, were you serious about that?
16. Do you keep your options open when it comes to making extra money?
17. Know anyone that has been affected by the economy that might be open to making some extra money?
18. I am looking for a good financial planner/realtor/whatever to work with in the home business I am doing part time, do you know any?
19. Do you like helping other people and would you be interested in getting paid to do so?
20. Do you see yourself doing what you are doing 20 years from now?
21. Have you found what you are looking for that will provide ultimate freedom for you and your family?
22. If money was not an issue, what would you do for fun?
23. If money was not an issue, how would you help people?
24. What is it you would like to see in a home business?
25. What do you like about what you are currently doing?
26. What would you like to change about your current situation?
27. What challenges have you faced in the past?
28. What are your goals for this year? Why?
29. What made you join a home business in the past?
30. What did you hope to get out of your last home biz that you didn’t get?By Eric Worre
#1 What Did You Like Best?
At the end of every exposure, the worst question you could ask is “What did you think?” Asking what your prospect thinks invites the critic. They begin to think of how they could critique your presentation, and they come up with negative thoughts.
Instead, if you ask “What did you like best?”, you’ll get completely different answers. This question invites positive thoughts. In fact, their answers will give you clues as to their level of interest. If they really liked the product, that’ll guide you in a particular direction as you go forward. Or if they like the residual income, flexibility, or the people, then you’ll know to focus on those things.
#2 On a Scale of 1 to 10…?
Ask your prospects, on a scale of 1 to 10, with 1 being “Not at All” and 10 being “Ready to Go,” how interested are you right now in this opportunity?
Again, this will help you gauge their level of interest, and how much more help they might need to make a decision. You will get a lot of 6s, 7s, and 8s. And that’s great. But what if someone says 2? That’s still not bad! You will have a lot of work to build them up to a higher number, but a 2 still indicates that they have some level of interest. They might just need more than one exposure to get them ready. Just ask them, what can I do to help you get to a higher number? Their answer will help you identify what’s the best follow-up you can use to set up the next exposure. Remember, anything over a 1 is good.
#3 How Much Money?
Now we start asking hypothetical questions. Based on what you’ve just seen, if you were to get started with this company on a part-time basis, approximately how much would you need to earn per month in order to make this worth your time?
You just ask them what level of income would be interesting for them. Don’t tell them what they could make. Listen to find out what they would want, what their dream would be.
#4 How Many Hours?
Approximately how many hours could you commit each week to develop that kind of income?
Again, you are listening to see what they would be willing to do, not what you would suggest.
#5 How Many Months?
How many months would you work those kinds of hours in order to develop that kind of income?
Find out how much time they’re willing to invest to get to the level they want to reach.
#6 If I, Would You?
If I could show you how to develop an income of (their answer to #3) per month, working (their answer to #4) hours a week over the course of (their answer to #5) months, would you be ready to get started?
All you are doing is asking them what their dream is and then if you could give them their dream, would they take it? Most people will respond positively. I mean, who wouldn’t want to reach their dreams?
- Would you be open to a side project if it doesn't interfere with what you are currently doing?
- Would you be open to exploring another avenue of making income part time?
- What has recently changed in your life that has you open to a side business?
- Ever wonder if there was a way to make money on Facebook?
- Ever get the feeling you were meant to do something great?
- If you had the money, would you jump at this opportunity?
- I know you don’t know but if you did know, what would you really like to have in life?
- How long will you have to continue working that many hours?
- Ever wish you could travel more?
11. If someone were willing to show you how to make money from home, would you be coachable?
12. Did you know there are ways to create income that flow into your bank account whether you roll out of bed of over in bed?
13. If you had a magic wand, what would your perfect job be?
14. If you had a magic wand, what would your perfect life be like?
15. When you said you wanted to spend more time with your family, were you serious about that?
16. Do you keep your options open when it comes to making extra money?
17. Know anyone that has been affected by the economy that might be open to making some extra money?
18. I am looking for a good financial planner/realtor/whatever to work with in the home business I am doing part time, do you know any?
19. Do you like helping other people and would you be interested in getting paid to do so?
20. Do you see yourself doing what you are doing 20 years from now?
21. Have you found what you are looking for that will provide ultimate freedom for you and your family?
22. If money was not an issue, what would you do for fun?
23. If money was not an issue, how would you help people?
24. What is it you would like to see in a home business?
25. What do you like about what you are currently doing?
26. What would you like to change about your current situation?
27. What challenges have you faced in the past?
28. What are your goals for this year? Why?
29. What made you join a home business in the past?
30. What did you hope to get out of your last home biz that you didn’t get?By Eric Worre
#1 What Did You Like Best?
At the end of every exposure, the worst question you could ask is “What did you think?” Asking what your prospect thinks invites the critic. They begin to think of how they could critique your presentation, and they come up with negative thoughts.
Instead, if you ask “What did you like best?”, you’ll get completely different answers. This question invites positive thoughts. In fact, their answers will give you clues as to their level of interest. If they really liked the product, that’ll guide you in a particular direction as you go forward. Or if they like the residual income, flexibility, or the people, then you’ll know to focus on those things.
#2 On a Scale of 1 to 10…?
Ask your prospects, on a scale of 1 to 10, with 1 being “Not at All” and 10 being “Ready to Go,” how interested are you right now in this opportunity?
Again, this will help you gauge their level of interest, and how much more help they might need to make a decision. You will get a lot of 6s, 7s, and 8s. And that’s great. But what if someone says 2? That’s still not bad! You will have a lot of work to build them up to a higher number, but a 2 still indicates that they have some level of interest. They might just need more than one exposure to get them ready. Just ask them, what can I do to help you get to a higher number? Their answer will help you identify what’s the best follow-up you can use to set up the next exposure. Remember, anything over a 1 is good.
#3 How Much Money?
Now we start asking hypothetical questions. Based on what you’ve just seen, if you were to get started with this company on a part-time basis, approximately how much would you need to earn per month in order to make this worth your time?
You just ask them what level of income would be interesting for them. Don’t tell them what they could make. Listen to find out what they would want, what their dream would be.
#4 How Many Hours?
Approximately how many hours could you commit each week to develop that kind of income?
Again, you are listening to see what they would be willing to do, not what you would suggest.
#5 How Many Months?
How many months would you work those kinds of hours in order to develop that kind of income?
Find out how much time they’re willing to invest to get to the level they want to reach.
#6 If I, Would You?
If I could show you how to develop an income of (their answer to #3) per month, working (their answer to #4) hours a week over the course of (their answer to #5) months, would you be ready to get started?
All you are doing is asking them what their dream is and then if you could give them their dream, would they take it? Most people will respond positively. I mean, who wouldn’t want to reach their dreams?
