Rapport Building

Question 1

What is a good opening rapport-building question?

Answer 1

So what exactly do you do?

Listen carefully and Compliment them. Ex: That is really interesting!

Question 2

What is a good question about the age of their business?

Answer 2

How long have you been in business?

AFFIRM/Compliment with: Congratulations that is a great accomplishment

Question 3

What to ask them about their competitors

Answer 3

What sets you apart from your competitors?

LISTEN and COMPLEMENT THEM

Question 4

How to ask if they love their business

Answer 4

So what do you love most about the business?

Affirm and Compliment!

Question 5

IF THE CONVERSATION IS OPEN and GOOD

What do you ask to discover a NEED you can HELP them with?

Answer 5

What kind of challenges are you facing right now? (listen) then Tell me more about that.

Trying to get details so you can coose a silver bullet

Question 6

When you have enough rapport you can ask about the challenges they have. What is that question?

Answer 6

If I could help you overcome the #1 challenge in the business right now, what would that be? (LISTEN)
Tell me more about that.

When you have enough detail on the challenge, it’s time to “shoot” your first Silver Bullet.

Question 7

How many silver bullets should you try to uncover in the silver bullet call?

Answer 7

At least 3!
Keep asking the What challenges are you facing questions until you find 3 areas where they need help!