The opening move of having potent conversations with prospects goes on
before you meet the candidate. If you've expertise in your market, tap into
your insider knowledge. Otherwise explore what motivates them.
Interview some people in your market by asking: What is working well for
you today?
What are your top 3 hardships?
What are the 3 things you want most?
What are you learning about today?
What is missing for you?
Tailor your services to supply solutions based on their answers. Practice
discussing a bulleted list of particular benefits that you offer them. Never
discuss vague concepts like helping them accomplish goals and fulfill their
dreams. These have no selling power.
