Most of the agents we talk to will tell us, "I do not have a problem closing sales once I am in front of prospects! I just need more prospects!"
However, what most of these agents do not realize is that if you call enough people, then you will always find a few people who need your products and want to buy right now. So now when you meet with them you will close almost every sales appointment. Because they are an easy sale. But they are usually a smaller sale!
Do You Need More Prospects?
The main problem is that you will have to call a lot of prospects, if you want to find the few people who need and want your products right now! Most agents are lucky if they can set an appointment with one out of every 10 people they talk to. Which means you will have to call 100 people to set 10 appointments. So yes, you need a lot more prospects, if you want to make more sales.
However, There Is A Much Better Way!
Now, let's take a good look at what the top agents are doing. They are setting an appointment with almost everyone they talk to! Why? Because they know that setting an appointment is really their first sale to their prospect. They know that everyone out there has financial problems, whether they are rich or poor. So, they do need our products and services.
They also know that if you ask your prospects the right questions, and you get them to talk about the problems they are facing, then your prospects will want to set an appointment, and they will want to act right now.
And usually it will be a much larger sale. Why? Because the more you get your prospect to talk about their problems, then the more important it is for them to solve those problems.
Remember people buy to avoid pain or to gain pleasure. The most important or effective sales approach is to do both. Help them to avoid pain, while they gain pleasure.
Your goal in setting the appointment is to ask the right questions to help your prospects to see the pleasure they wish to gain or the pain they wish to avoid. And then show them how you can help them to avoid that pain and gain the pleasure they seek.
Does that make sense to you?
What Are the Questions You Should Be Asking?
What questions should you ask your prospects, so they will want to set an appointment with you?
You should always ask open ended questions. Your question should begin with "who", "what", "when", "where", "how" and "why". Remember an open-ended question cannot be answered with "yes or no." They will require your prospect to tell you what they think… What they want… And then how they feel.
Lew Nason 
Jeremy Nason 
