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THE PSYCHOLOGY OF ASKING

THE PSYCHOLOGY OF ASKING. 75 QUESTIONS FOR RESULTS. 1. Empowering Questions 2. Trial Closing 3. Opening Conversation. 75 QUESTIONS FOR RESULTS. I. Small Talk (Basic Getting to Know You Questions). 1. What Was The Last Book You Read? 2. Have You Ever Visited Another Country?

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THE PSYCHOLOGY OF ASKING

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  1. THE PSYCHOLOGY OF ASKING

  2. 75 QUESTIONS FOR RESULTS 1. Empowering Questions 2. Trial Closing 3. Opening Conversation

  3. 75 QUESTIONS FOR RESULTS I. Small Talk (Basic Getting to Know You Questions) • 1. What Was The Last Book You Read? • 2. Have You Ever Visited Another Country? • 3. Take Their Money • Do You Travel Often? • Have You Ever Been Here Before? • What Are Your Hobbies? • Where Are You From?

  4. 75 QUESTIONS FOR RESULTS I. Small Talk (Basic Getting to Know You Questions) 8. Who Is Your Favorite Music Group? 9. How Do You Spend Your Free Time? 10. How Are You Today? / How Are You Doing? / How Are You Going? 11. Are You A/AN (Occupation) ? 12. What Do You Do For A Living? / While You Are Living? 13. Did You Go To College? / Where Did You Go To College?

  5. 75 QUESTIONS FOR RESULTS I. Small Talk (Basic Getting to Know You Questions) • 14. Where Are You Traveling Too? • 15. Are You Here On Business/Pleasure? • 16. I Couldn’t Help But Notice… • 17. Is That A Good Book? • 18. Are You A Connoisseur Of ________? • 19. Hey Dude, What Up? (Slang) • 20. Are You Ready To Party/Have Fun?

  6. 75 QUESTIONS FOR RESULTS II. Fact Finding/Interviewing • 1. What Has You In A Position You Are Looking For A Way To Achieve Income From The Comfort Of Your Home? • 2. How Long Have You Been Looking For An Opportunity? • 3. What Is Your Current Vocation? / What Do You Do For A Living At Present? • How Would An Additional Income Stream Enhance Your Life? • 5. If You Saw Yourself Creating A Legitimate Income That Would Enhance The Quality Of Your Life, Would You Get Started?

  7. 75 QUESTIONS FOR RESULTS II. Fact Finding/Interviewing • 6. How Much Income Are You Seeking To Create This Year From The Comfort Of Your Home? • 7. Have You Ever Achieved That Kind Of Income Before? • 8. Have You Considered What Kind Of Opportunity Would Appeal To You? • 9. Do You Feel You Are A Big Thinker? • 10. How Much Money Have You Set Aside To Start Your Business This Year?

  8. 75 QUESTIONS FOR RESULTS III. Rapport/Dream Building • 1. If Money Was Not An Issue And You Were Able To Travel To The Destination Of Your Choice, Where Would You Go? • 2. If Money Were Not An Issue, What Would You Do While You are Living? • 3. Have You Ever Romanced The 30 Second Commute Down The Carpeted Freeway Of Life From Your Bedroom To Your Home Office? • If You Could Live Anywhere In The World, Where Would It Be? • 5. How Would Owning Your Own Business Differ From The Daily Routine Of Your Job?

  9. 75 QUESTIONS FOR RESULTS III. Rapport/Dream Building • 6. Have You Ever Considered How It Would Feel To Fire Your Boss? • 7. Have You Ever Considered How It Would Feel To Be A Recovering __________? • 8. You Have Great People Skills. Have You Ever Dreamed Of Owning This Business? • 9. You Sound Like The Exact Kind Of Person I Am Looking For. Are You In A Position To Receive More Information About Or Company And Opportunity? • 10. I Feel Like________...

  10. 75 QUESTIONS FOR RESULTS IV. Personal Relationship Questions • 1. How Can I Assist You? / Can You Assist Me? • 2. What Do I Remind You Of From Your Past? • 3. Does This Situation Merit This Level Of Attention? • How Can We Communicate More Effectively? • 5. What Are You Seeking From Our Relationship?

  11. 75 QUESTIONS FOR RESULTS IV. Personal Relationship Questions • 6. Are You Attempting To Provoke An Argument?? • 7. How Do You Feel? • 8. What Is Most Important To You? • 9. What Am I Doing To Achieve My Goal?/Our Goal? • 10. Are We Compatible?/ Can We Collaborate?

  12. 75 QUESTIONS FOR RESULTS V. Questions I Ask Myself • 1. What Is My Main Objective Today / This Week / This Month / This Year? • 2. What Decisions And Actions Are Required to Meet This Objective? • 3. What Skills Have I Already Developed That Can Enhance My Entrepreneurial Results? • What Habits Do I Currently Follow That Serve My Enterprise? • 5. What Skills Do I Require Learning To Enhance My Entrepreneurial Results?

  13. 75 QUESTIONS FOR RESULTS V. Questions I Ask Myself • 6. What Habits Do I require Developing To Serve My Enterprise? • 7. Why Do I Procrastinate? • 8. How Could My Business Be More Fun? • 9. How Can I Break My Goal Down Into Achievable Steps, So It Does Not Feel So Overwhelming? • 10. What Is My Reason For Learning This New Game Called Free Enterprise? • 11. If Money were Not An Issue, How Could I Create A Solution.

  14. 75 QUESTIONS FOR RESULTS V. Questions I Ask Myself • 11. If Money were Not An Issue, How Could I Create A Solution? • 12. If Time Where Not An Issue, How Could I Create A Soluion? • 13. Did I Create This Choice For My Own Best Interest Or To Please Someone Else? • 14. Am I Focused? • 15. Why Do I Do What I Do?

  15. Self Talk - Self Worth ( E - Nuff) I. The Words And Statements I Say Too Myself II. Communicating Effectively Wih Myself III. Language - Words Of Empowerment

  16. Self Talk - Self Worth ( E - Nuff) III. Language - Words Of Empowerment A. Changing The Structure Of My Language B. Reacting ( Um, Well, Uh Huh, OK ) Acknowledgement C. Responding ( I Understand, I Receive, I Acknowledge, I Agree) D. Words Of Non – Commitment ( I Need, I Hope, I’ll Try, I’ll Take A Shot, Probably Won’t Work, It’ll Never Happen, I’d Like Too, Guys Like Me Never ______!, I Doubt )

  17. Self Talk - Self Worth ( E - Nuff) III. Language - Words Of Empowerment D. Words From The Past / Failures / Experiences / Lessons E. Changing My Language – Changing My Life F. Living In The Present 1. I Am – I Know

  18. 4 Phases Of Asking 1. Small Talk 2. Fact Finding 3. Rapport Building 4. Ask For _____? A. Decision B. Commitment C. Result

  19. Master Askers Understand That Selling Is Asking Oriented Marketing! I. Master Askers, Connectors, Closers and Great Sales People Have A Few Commonalities That Separate Them From Average People

  20. Master Askers Understand That Selling Is Asking Oriented Marketing! • 1. They Are Professional / Take What They Do Seriously • 2. Ask Questions About Results And Decisions • 3. Are Great At Small Talk, Fact Finding, & Rapport Building • 4. Trial Close Early And Often • 5. “Know They Can’t Win Them All” & Respect The Laws Of Large Numbers • 6. Don’t Get Emotionally Attached • 7. Cultivate Leads – Ask For Referrals And Constantly Setting Up Next Sale

  21. Master Askers Understand That Selling Is Asking Oriented Marketing! 8. Have Charisma And Warmth ( Are Likeable) 9. Use Power Of Takeaway Early And Often 10. Know Closing Is An Art – “Set The Sale” & “Paint The Picture” 11. Listen From Their Intuition Not Their Head Stay In The Moment While Listening 12. Handle Objections With Ease Up Front And At The Close 13. Ask 80% - Listen 20% (8 – 12 Word Questions)

  22. Connecting In 90 Seconds Or Less 1. How To Open A Conversation

  23. Connecting In 90 Seconds Or Less 2. I C R's - SMALL TALK

  24. Connecting In 90 Seconds Or Less 3. How I Say What I Say A. The Energy Behind The Words

  25. Connecting In 90 Seconds Or Less 4. Looking For Ways To Connect A. Eye Contact B. Look For Body Language Clues C. Listening To Their Words ( ) Absolutely Awesome Um, Well, And, Ah, OK - I Can Commit Sure, I'll Try -

  26. Connecting In 90 Seconds Or Less 5. Creating A First Impression A. Being Respected (Under-rated) B. Being Liked (Over - Rated)

  27. Connecting In 90 Seconds Or Less 6. Being - Becoming A Connector A. Trust - Intuition B. Fast Paced C. In The Moment D. Charisma (Energy)

  28. Connecting In 90 Seconds Or Less 7. Connect To 4 Different Personality Types

  29. Connect To The Imagination By The Way You Ask Questions 1. If Money Were Not An Issue ___?

  30. Connect To The Imagination By The Way You Ask Questions 2. If You Could Travel Anywhere ____?

  31. Connect To The Imagination By The Way You Ask Questions 3. Have You Ever Dreamed Of ____?

  32. Connect To The Imagination By The Way You Ask Questions 4. If You could Buy Any Home, Car, Yacht, Island ____?

  33. Connect To The Imagination By The Way You Ask Questions 5. Would You Like To Turn Your Vocation Into A Vacation?

  34. Recondition To Ask

  35. Recondition To Ask I. Why We Don't Ask

  36. Recondition To Ask II. Conditioning A. Don't Take Money From Strangers

  37. Recondition To Ask II. Conditioning B. Children Are To Be Seen And Not Heard

  38. Recondition To Ask II. Conditioning C. Money Doesn't Grow On Trees

  39. Recondition To Ask II. Conditioning D. Don't Be Pushy

  40. Recondition To Ask II. Conditioning E. Don't Pry In Other's Affairs

  41. Recondition To Ask III. Events Create Our Identity A. Changing Our Identity - Reinventing Ourselves

  42. Recondition To Ask IV. Neurological Network (Feelings & Emotions)

  43. Recondition To Ask IV. Neurological Network (Feelings & Emotions) D. Abandonment/Rejection A. Anger B. Hate E. Resentment C. Guilt F. Overwhelmed Feelings

  44. Recondition To Ask V. Neurons That Wire Together Fire Together

  45. Recondition To Ask V. Neurons That Wire Together Fire Together A. The Reticular Activating System

  46. Recondition To Ask V. Neurons That Wire Together Fire Together A. The Reticular Activating System 1. 800x faster than conscious neurons 2. Directs every sensory impulse received 3. Gets automatic non-conscious attention and sends signal to conscious mind

  47. Recondition To Ask VI. Letting Go A. Where To Start B. Deciding To Let Go (Forgiveness) C. A Day At A Time (The Process) D. The Compounded Effect

  48. How Important Is Asking? If You Aren’t Creating Any Sales, You Probably Aren’t Doing Enough Asking!

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