Mike Walker suggests that most meetings (including recruiting appointments) get off on the wrong foot because expectations are not properly set early in the conversation.
To avoid this, he suggests using a set of “framing questions” to get your prospect ready to hear your value proposition and potential offer.
What are your expectations for today?
This question can begin with a pleasant surprise, as prospects enjoy discussing what they expect, and it provides you with insight as to what services and solutions you should be highlighting the most.
What are some things you’d love for me to avoid?
This gives permission for the prospect to discuss things that have occurred in the past and allows them to remove their own objections.
What’s the most important thing you want to accomplish?
This question forces the mind to prioritize one main objective, and it helps streamline their conversation with you.
What are the biggest challenges you believe you face moving forward?
This is THE MOST important of the conversation questions, because this will identify the key roadblocks that you should focus on the most.
What gets you the most excited about this opportunity?
End on a high note and never end on a negative. This question will help highlight a glimpse of their “why” and will allow you to dive deeper to amplify it.
Once a prospect feels heard, understood, and respected, the chance of finding a consensus increases significantly.
