What Can We Say Next After Asking Tiny Questions?
We’ve opened our conversation with tiny questions to get our prospects thinking about our products, services and opportunities. What can we say next to continue the conversation?
Nobody wants to buy anything unless it solves a problem. What problems do people want solved?
— A person’s looks.
— Jobs that take away time from family.
— Too much debt.
— Jobs that people hate.
— Not enough money.
— Oily skin.
— Lack of energy.
— Weight problems.
— Unsafe and unsecure homes.
— Unreliable transportation.
— Germs and viruses.
Yes, people have problems. They want to solve their problems. Our products, services and opportunities can help. So what can we say next? We can give people solutions to solve their problems.
What can we say next? Early in our conversations, we can talk about our prospects’ problems. Their problems might be their favorite subject.
After asking tiny innocent questions and the words ‘Would it be okay if,” what can we say next? Continue the conversation about the prospects’ problems.
How Does this Work?
The prospect asks us, “How does this work?” What can we say next? We put our prospects at ease with the phrase, “Well, you know how…”
The phrase “well, you know how…” is natural. We are not setting up any salesman alarms. It builds instant rapport and creates trust by getting prospects to agree with whatever comes next. They feel in their minds if they “know how”, then what we say next must be true. It is the quirk of the human mind. And sometimes we will see people nodding in agreement before we even finish our sentence.
What can we say next? We can give them a solution to their problem with the phrase “I found how to…” and we close it with, “Would you like to know more?”
Here are some examples of establishing a problem and keeping trust and rapport by using the phrases, “Well, you know how…,” “I found how to…” and “Would you like to know more?”
— “Well, you know how a person’s looks is the first thing people see? I found how to look like a young model with this new herbal tea. Would you like to know more?”
— “Well, you know how time to commute to work takes time away from family? I found how to stop the commute the work staying at home at full pay. Would you like to know more?”
— “Well, you know how we have more debt than savings? I found how to get a raise to get out of debt without asking our boss for a raise. Would you like to know more?”
— “Well, you know how we hate the same mundane task at our jobs? I found how to work a part-time job at full-time wages at home that is anything but routine and mundane. Would you like to know more?”
— “Well, you know how more money goes out than comes in from our jobs? I found how to bring more money in than our jobs. Would you like to know more?”
— “Well, you know how oily skin clogs our pores? I found how to unclog our pores and make us look 16 years younger all over again. Would you like to know more?”
— “Well, you know how we don’t have much energy anymore with each passing birthday? I found how to energize our bodies with a new natural tea. Would you like to know more?”
— “Well, you know how we hate diets by eating funny tasting foods and spending money at the gym? I found how to lose 2 lbs. a day without spending money on funny tasting diets and going to the gym. Would you like to know more?”
— “Well, you know how most of us want a safe and secure home for our family? I found how to buy a new home in a gated safe and secure neighborhood for our family without spending a dime of our own money. Would you like to know more?”
— “Well, you know how we need a reliable car to get us to and from work? I found how to get a new car every year. Would you like to know more?”
— “Well, you know how we send our kids to schools that are full of germs and viruses? I found how to make our kids bullet proof from germs and viruses at school. Would you like to know more?”
What can we say next to solve problems after asking tiny questions followed by “Would it be okay if…?” Start with “Well, you know how…” followed by “I found how to…” and end with the closing question, “Would you like to know more?” Now we are walking along the same path as our prospects. No more stress. Just a natural conversation.
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