“Don’t say this with prospects.”
Avoid the word “Why” when asking questions of our prospects. Some prospects remember their parents asking them, “Why did you do this? What were you thinking?”
Yes, bad memories.
To avoid this, a simple re-wording is needed. We can rephrase by saying, “Help me understand how you chose this way of doing this.”
This is much less threatening to our prospects.
This is a choice.
#1. Use this time to help them become better distributors.
#2. Or, to use this time to build them into leaders.
Obviously we would like to build our team members into leaders, but how do we do that? This entire three-book series describes the words, the steps, the strategies, and exactly what we have to say and do to create new leaders on our team.
* “How long can you wait without getting that raise?”
* “What plan do you have if this doesn’t come about?”
* “What are the two biggest problems you need to fix now?”
* “What else bothers you?”
* “When do you plan to fix that problem?”