Be sure to read part 1 of this step: Questions: How to Never Have Anyone Object Ever Again

• When you start out a conversation with a prospect, start by asking lots of questions. You want to find out all about their situation. If you help people in pain to feel better, then ask all the questions you can: has this happened before? How did it happen? Have you had it a long time? What's the pain like? How do you normally deal with the pain. And, go beyond treating them like a problem. Find the place in your heart that cares about them, and ask larger questions: Tell me about how this pain is affecting your life, your work, your relationships.  
• When do you stop asking questions? When you can fully see the future they want, and you can see how what you do can get them there, or how what you do is not right for them at all.  
• At this point of clarity, you need to ask the most important question: the pivot question. Some people think that the pivot question shifts the focus from the prospect to you and your business. Not true. The pivot question shifts the focus from the present situation your prospect is facing, to the future where this problem is resolved. "I can sure see how troubling this pain has been for you- it sounds miserable! (pivot ->) What brought you to talk to me about this? How did you see what I do fitting in with what you want to do about your pain?" The pivot is an important step, because it elicits an invitation from your prospect that gives you permission to talk about how your business works, and how you can help them. Without that invitation and permission, you are trespassing. With the invitation, you are collaborating.  
• They will naturally have questions, too, because they will want to see the same future you are seeing. In general, they will want to be clear on exactly what it looks like to work with you, how much it costs, what exactly their commitment is, and how long it takes. Questions are second nature to your heart, and the key to a successful sale.  

Read all three steps to a successful sales conversation: Step One:    Making the Connection and Keys To Connection Step Two:   Asking and Answering Questions and Keys To Questions Step Three: Discovering the Agreement and Keys To Finding an Agreement.

Copyright 2005: Mark Silver, Heart of Business™ Helping People in Small Business Make Both A Healthy Profit and A Real Difference.How do we do that? Free workbook available online: http://www.heartofbusiness.com mark@heartofbusiness.com 4074 NE 7th Avenue, Portland, OR 97212(503) 282-3037

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