Picture someone calling you in response to a marketing message you’ve put out there. Perhaps an ad, a card deck card, a direct marketing letter, or an email or info on your website. What do you say so you don’t lose a good prospect?

For best results, assume the role of a doctor. Remember the last visit to the doctor’s office? What is the first question they ask you (after ‘are you insured?’)?

"What’s wrong?" "Where does it hurt?" "What ails you?"

Why do you think they ask that? I mean, they could just start guessing, right? "Well, you look a little overweight, stressed, you’re limping, you look wan, your eye is red, what’s that spot on your nose?"

If they started all that before asking the ‘first doctor question’ wouldn’t we all be surprised? But instead, they ask that first doctor question to get to why YOU came to see them, and get to it, fast.

This is the same. In your marketing message, whatever it was, there was presumably some specific information about the benefits of the product/service or of doing the business.
Therefore they are coming to you because they assume you have something they might want. A fix, e.g. more income, more energy, etc.

So, rather than start talking when they call, don’t you think they expect you to ask WHY they called you? Like the doctor asks you right off, ‘where does it hurt’? So you both can respond to what THEY came to YOU for?

OK. So here’s that first doctor question that will help you find that out right off.

Picture this:

THEM: I’m calling about [your ad/card/email whatever info you put out there].

YOU: Great! So, let me ask you, what attracted you?

That’s your ‘What ails you?’ question. They came to you, remember? With this question, you will now discover (their) why.

THEM:(Either the product benefits, or the business benefits).

Right after their response here, use these two follow-ups to get a better picture of your ‘patient’:

YOU: Great. Let me ask you, have you ever done this sort of thing before? Direct sales, network marketing or owned your own business?

THEM: (whatever)

YOU: Great. So let me ask you this: What, ideally, are you looking for?

Jot down their responses. Just like the doctor.

This way, before you do speak, you can go into the ‘files of your mind’ where the specific info is, that the person calling you says they need. Not all the files in the cabinet of your mind about the business or product, but JUST the ones containing the info they ask you about. Exactly like the doctor tells you something specific for the ailment you tell him or her that you have.

You wouldn’t want a doctor to just start treating your arm without asking, do they? Especially if it's your eye you want fixed.

So ask one thing at a time.

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