In this lesson:

• Effective listening are you listening to your client, or waiting to speak?
• The questions you can use to set yourself up for a successful sale
• How to eliminate objections (part 1)
• The essence of this lesson is to put yourself in service to your client. Ask yourself “How many people can I help today?”

Remember: “Sell them what they want, deliver what they need” – Marie Forleo

Sales is about solving problems for your client. These are some useful questions you can ask:

• Do I understand what my client is trying to achieve?
• How can I help them to ‘win’?
• Can I help them ‘win’?
• Is this a client I want to work with?

Downloads

• Sample Qualifying Questions

Lesson Activity

Remember:

• It’s about your client; not you
• It’s not about you making the sale, it’s about you understanding your client’s problem(s) and offering a solution
• Be genuinely curious about what problem your client is trying to solve and be as specific as possible about all aspects of the sale
• Can you offer a win-win solution?
• How close is this person to your ideal client?
• Having a good question list helps to eliminate objections later