What happens when you’re dealing with someone, they ask you questions and don’t get the answer from you? What do you think about them? Do you think they are really listening to you? Do you think they care about getting you what you want? I know it can be very challenging to get your clients to answer your questions fully. The first thing you need to do is understand what happens when you don’t get your questions answered. Your client will feel the same way you would: that they don’t really care. You will feel their not putting in the effort to give you exactly what you want, to find out who you are, to take a minuet to understand you. You will buy from someone who finds out, one way or another, who you are and what you want. You want to buy from someone who can help you solve your problems. Help you benefit your family. That’s who you buy from, and keep buying from. That’s who you send your friends to buy from.

How do you become that salesperson who lets your customer know you care? The way you do this is by first getting the questions that you ask answered. Until that question is completely answered you cannot move on, even if you have to ask the question fifty different times or fifty different ways. I would rather have a prospect hang up on me or walk away rather than not answer my questions because my purpose is to help my clients get what they want and if I don’t know who they are, what they are looking for and what there true desire is, I can’t fulfill my purpose. I refuse to do only half of my job: I’m going all the way; I’m going the extra mile until every one of my clients gets what they want. You have to have that same attitude.

After I ask a question, I push and I prod and I nudge until I get the answer. When selling my seminars I will ask “Why are you willing to invest your spare time in this? You can be doing anything with your time, why this?” and they tell me, “I’m doing it for the money.” I can understand that but I need to find out why money is important to them. This is the extra step you have to take in order to be better than the next person. Getting that answer, getting to the real meaning of their desire is what motivates someone to buy. Have your clients give you those answers that will motivate them to take advantage of the product you are offering.

Go Get ‘Em!