There’s an old saying that you can learn something from anything, as long as you look for it. This is true for our line of work. No matter how great or how bad your last prospecting call, live presentation, etc. may have been, there are lessons to be learned from it. Lessons that can be used for the next time.
Brian Tracy taught me two great questions to ask after talking to a prospect. These questions will give you some hints on how to sign up that next prospect. Like many things, you may want to write your answers down.
After your call, presentation, etc., first ask yourself this question: “What did I do right?”
What did you do right during your presentation, follow-up call, etc.? Did you properly answer your prospect’s questions? Did you allow personal problems to cause you to snap at them? Did you edify your upline in a way that would make you want to speak to them? Do you think they had fun talking to you?
Most people dwell too much on what they did wrong. By Law of Attraction, all that does is attract more opportunities to screw up. So make a habit of being thankful for even the little things you did right. Also, this question gives you a reminder of what did work, and can be used the next time you’re in that situation.
Speaking of which, the second question is “What Would I Do Differently?”
Rather than beat yourself up over shoulda, woulda, coulda, why not channel it into a few notes for what you will do next time? Next time, will you speak louder? Will you ask for the close? Will you follow up on time? Will you keep your brochures handy in case of product questions you don’t know the answers to yet?
Write down the answers to those questions and keep those notes in mind whenever you talk to a prospect.
Make a nice day!