We all have a list of things we want.
Out potential new members and clients (prospects) come to us with a list of things they want.
What separates a real goal from a wish is whether or not we are willing to pay the price (do the work), to achieve the goal.
They join our program and begin doing the work. Some stop the effort and drop out of the program.
Others, under our direction, struggle with the changes and slowly they begin to see the results.
The ones that leave are disappointing. The ones that stay get excited with their results, and they motivate us in turn to keep unlocking the door every morning.
The key in business is to be focused on the ones that will do the work, and there is a way to sort this out right away.
This should happen right in the initial interview. After asking what our prospect wants, and when they want it, we need to ask another critical question:
What happens if they never get what they said they want?
Then comes silence from the coach or trainer. The prospect needs to think. They will be uncomfortable, and that is okay.
Unfortunately most sales conversations avoid this question completely, or there is a rush to fill the awkward silence.
Let the prospect think and answer the question. Be prepared for them to be uncomfortable, and possibly even emotional. For most people this is a pain point.
Now, what they say is critically important. The more of a back door they leave themselves, the weaker their commitment to their goals will be.
If their answer is basically, it wouldn’t be a big deal, the likelihood of them staying with the program is slim.
Listen carefully to what they say and how they say it. Both are equally important.
