When I started in sales I was a fanatic for training. I attended courses, read books, listened to audios and put what I learned into practice. One area that is dealt with extensively in sales training is "qualifying" your prospect. However, I discovered that all you need is one question and you can qualify a prospect more effectively than using all the other techniques combined and even better, this one question leads to more sales, faster and easier than anything else I have learned.



I have used this question to sell half million dollar computer systems into the manufacturing industry, I have used it to sell investment properties, I have used it to sell finance to home buyers, and I have used it to sell training programs you can visit www.sales-letters-creator.com The question I use is always exactly the same regardless of whether I am talking to company presidents or moms and dads.

Here is the question; "what do you hope to gain from speaking with me today?"

When I first meet with a potential client I establish rapport and then I say exactly this "when I first meet with a person I always ask them the same question. I do this because I find that this is the best way I can help you. The question is “then I ask the magic question; "what do you hope to gain from speaking with me today?"

Some people know exactly what they want. Other people have no idea because they haven't even thought about it, and so they need a little encouragement. Some people are amazed and say that no-one has ever asked them that before. But the interesting thing is, in all the years I have been using this question, everybody has answered it, and almost all of them answer it sincerely.

When they start to answer the question I write down their answers, in point form, in their own words. Occasionally someone will ask why I am writing down what they are saying and I answer that "it is to make sure that I give you the maximum help I can give." They are always happy with this answer. After all, how often does someone ask you what you want and then treat your answer with such interest and respect that they write it down?

When they have finished telling me what they hope to gain, I look at them and I ask "anything else?" Often times they will add more information. Again when they have finished I ask "anything else?" I keep doing that until they say that they have told me everything they hope to gain from our meeting.

Then I say "so if I can help you with this (pointing to what I have written) you'll be happy?" And they almost always say yes. If they say no then I say "well there must be something we haven't put on the list yet. What would that be?" Then I add that to the list and ask "anything else?"

Once I have everything that they are going to tell me, I explain my product or service around the points that they have given me. As I cover each point I tick it on the page.

If you try this system you will be amazed at how much many of your clients will tell you. They'll tell you their hot buttons for buying. They'll tell you what they don't like about what they have now or what they don't like about what your opposition is offering them. I often have three or four pages of points or visit www.sales-page-rapid-fire.com this makes it very easy to close the sale, as you know exactly what benefits they are looking for.

Also, in the case where your product or service will not meet the prospect's needs then you have discovered this very quickly and can move on to the next prospect without wasting your time in a no win situation.

Use the magic question as I have described it and I think you will agree that it is one of the best sales tools you have.