Wealth Without a Job: The Entrepreneur's Guide to Freedom and Security Beyond the 9 to 5 Lifestyle

John:The method they taught us was difficult to understand, and

my sales didn’t improve.

Hot button: Difficult process. Also, the prospect may have a moving away

from motivation strategy because he is focused on lack of results. Probe

further to make sure.

Andy:Why did you take that training, and what would you like to

have seen in that training?

Determine the prospect’s motivation strategy for taking the previous course.

Is he moving toward pleasure or moving away from pain? Also discover

any important things that he is looking for. Take notes and listen carefully.

John:I’m tired of being rejected and making so little money. I really

wish I could find a system that is easy to use.

Notice the prospect is moving away from pain. You now know that you

must present your offer to relieve his pain. Don’t focus on the benefits he

will receive by taking the Training, let him know how it will relieve his pain.

This prospect is also concerned about having an easy-to-use system to

generate more sales.

Andy:Let me make sure I fully graspedwhat you want in a training

program. If you found a sales training program that is an easy-

to-use system that you could get a good feelfor and it would help

you get over being rejected, would that be the type of training

course you would be interested in?

We have discovered some ways to serve the prospect and are feeding it

back to him to gain acknowledgment of the need or desire.

John:Yes, that’s it!

The prospect has acknowledged the need. Now we can continue on to

Step 3 of the Sales Map. If the prospect said no or was not sure, you

continue asking questions until you find the need or desire. In some

instances you cannot find a need or desire. If so, thank the prospect for

his or her time and refer the prospect to your Web site. It may be the

wrong time, or the prospect may not be ready.

Step 3: Establish Value Related to the Need or Desire

Andy:We have a training program that is a complete system and is

easy to use. We have a Five-Step Sales Map that gives you a step-

234 Learning to Sell the Easy Way