So what question should you ask first?

When we approach our prospect, you will have a much better chance of success if you are helping them to fulfill a need or helping them to solve a problem.



So when you talk and chat with your prospects, it is important to ask questions to see if our prospects have a problem. If they don't have a problem, well, then there is nothing we can fix or help them with. It will be good to just catch up:)

Fortunately or unfortunately, people have lots of problems. And usually they are actively looking for a solution to their problem. 

According to Big Al, these problems are easy to discover if you ask these two questions in the right order.

Question #1: "What do you like most about ..."
Question #2: "What do you like least about ..."


The answer to Question #1 is unimportant. 


We ask for the positives first to help the prospect relax. If we started digging deep by asking for the problem, the prospect would be hesitant and we would fall out of rapport.


The answer to Question #2 will tell you exactly how your product or business can solve a problem for your prospect.


Here is an example.


Question #1: "What do you like most about your job?" The prospect replies, "Well, I do get paid okay. And it was my dream job out of school."


Question #2: "What do you like least about your job?" The prospect replies, "I am stuck in an office all day. I never get out. Never get a chance to talk to people. It isn't interesting moving paper from one side of the desk to the other. I'm a people-person."


And now you know exactly what part of your experience to share in your presentation with your prospect.