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2. THE PSYCHOLOGY OF ASKING

3. 1. Empowering Questions 2. Trial Closing 3. Opening Conversation 75 QUESTIONS FOR RESULTS

5. 8. Who Is Your Favorite Music Group? 9. How Do You Spend Your Free Time? 10. How Are You Today? / How Are You Doing? / How Are You Going? 11. Are You A/AN ( Occupation ) ? 12. What Do You Do For A Living? / While You Are Living? 13. Did You Go To College? / Where Did You Go To College? I. Small Talk (Basic Getting to Know You Questions) 75 QUESTIONS FOR RESULTS

6. 14. Where Are You Traveling Too? 15. Are You Here On Business/Pleasure? 16. I Couldn’t Help But Notice… 17. Is That A Good Book? 18. Are You A Connoisseur Of ________? 19. Hey Dude, What Up? (Slang) 20. Are You Ready To Party/Have Fun? I. Small Talk (Basic Getting to Know You Questions) 75 QUESTIONS FOR RESULTS

8. 6. How Much Income Are You Seeking To Create This Year From The Comfort Of Your Home? 7. Have You Ever Achieved That Kind Of Income Before? 8. Have You Considered What Kind Of Opportunity Would Appeal To You? 9. Do You Feel You Are A Big Thinker? 10. How Much Money Have You Set Aside To Start Your Business This Year? II. Fact Finding/Interviewing 75 QUESTIONS FOR RESULTS

10. 6. Have You Ever Considered How It Would Feel To Fire Your Boss? 7. Have You Ever Considered How It Would Feel To Be A Recovering __________? 8. You Have Great People Skills. Have You Ever Dreamed Of Owning This Business? 9. You Sound Like The Exact Kind Of Person I Am Looking For. Are You In A Position To Receive More Information About Or Company And Opportunity? 10. I Feel Like________... 75 QUESTIONS FOR RESULTS III. Rapport/Dream Building

12. 6. Are You Attempting To Provoke An Argument?? 7. How Do You Feel? 8. What Is Most Important To You? 9. What Am I Doing To Achieve My Goal?/Our Goal? 10. Are We Compatible?/ Can We Collaborate? 75 QUESTIONS FOR RESULTS IV. Personal Relationship Questions

14. 6. What Habits Do I require Developing To Serve My Enterprise? 7. Why Do I Procrastinate? 8. How Could My Business Be More Fun? 9. How Can I Break My Goal Down Into Achievable Steps, So It Does Not Feel So Overwhelming? 10. What Is My Reason For Learning This New Game Called Free Enterprise? 11. If Money were Not An Issue, How Could I Create A Solution. 75 QUESTIONS FOR RESULTS V. Questions I Ask Myself

15. 11. If Money were Not An Issue, How Could I Create A Solution? 12. If Time Where Not An Issue, How Could I Create A Soluion? 13. Did I Create This Choice For My Own Best Interest Or To Please Someone Else? 14. Am I Focused? 15. Why Do I Do What I Do? V. Questions I Ask Myself 75 QUESTIONS FOR RESULTS

16. Self Talk - Self Worth ( E - Nuff) I. The Words And Statements I Say Too Myself II. Communicating Effectively Wih Myself III. Language - Words Of Empowerment

17. Self Talk - Self Worth ( E - Nuff) III. Language - Words Of Empowerment A. Changing The Structure Of My Language B. Reacting ( Um, Well, Uh Huh, OK ) Acknowledgement C. Responding ( I Understand, I Receive, I Acknowledge, I Agree) D. Words Of Non – Commitment ( I Need, I Hope, I’ll Try, I’ll Take A Shot, Probably Won’t Work, It’ll Never Happen, I’d Like Too, Guys Like Me Never ______!, I Doubt )

18. Self Talk - Self Worth ( E - Nuff) III. Language - Words Of Empowerment D. Words From The Past / Failures / Experiences / Lessons E. Changing My Language – Changing My Life F. Living In The Present 1. I Am – I Know

19. A. Decision B. Commitment C. Result 4 Phases Of Asking 1. Small Talk 2. Fact Finding 3. Rapport Building 4. Ask For _____?

20. Master Askers Understand That Selling Is Asking Oriented Marketing! I. Master Askers, Connectors, Closers and Great Sales People Have A Few Commonalities That Separate Them From Average People

21. 1. They Are Professional / Take What They Do Seriously 2. Ask Questions About Results And Decisions 3. Are Great At Small Talk, Fact Finding, & Rapport Building 4. Trial Close Early And Often 5. “Know They Can’t Win Them All” & Respect The Laws Of Large Numbers 6. Don’t Get Emotionally Attached 7. Cultivate Leads – Ask For Referrals And Constantly Setting Up Next Sale Master Askers Understand That Selling Is Asking Oriented Marketing!

22. 8. Have Charisma And Warmth ( Are Likeable) 9. Use Power Of Takeaway Early And Often 10. Know Closing Is An Art – “Set The Sale” & “Paint The Picture” 11. Listen From Their Intuition Not Their Head Stay In The Moment While Listening 12. Handle Objections With Ease Up Front And At The Close 13. Ask 80% - Listen 20% (8 – 12 Word Questions) Master Askers Understand That Selling Is Asking Oriented Marketing!

23. Connecting In 90 Seconds Or Less 1. How To Open A Conversation

24. Connecting In 90 Seconds Or Less 2. I C R's - SMALL TALK

25. Connecting In 90 Seconds Or Less 3. How I Say What I Say A. The Energy Behind The Words

26. Connecting In 90 Seconds Or Less 4. Looking For Ways To Connect A. Eye Contact B. Look For Body Language Clues C. Listening To Their Words Um, Well, And, Ah, OK ( - Absolutely Awesome ) Sure, I'll Try - I Can Commit

27. Connecting In 90 Seconds Or Less 5. Creating A First Impression A. Being Respected (Under-rated) B. Being Liked (Over - Rated)

28. Connecting In 90 Seconds Or Less 6. Being - Becoming A Connector A. Trust - Intuition B. Fast Paced C. In The Moment D. Charisma (Energy)

29. Connecting In 90 Seconds Or Less 7. Connect To 4 Different Personality Types

30. Connect To The Imagination By The Way You Ask Questions 1. If Money Were Not An Issue ___?

31. Connect To The Imagination By The Way You Ask Questions 2. If You Could Travel Anywhere ____?

32. Connect To The Imagination By The Way You Ask Questions 3. Have You Ever Dreamed Of ____?

33. Connect To The Imagination By The Way You Ask Questions 4. If You could Buy Any Home, Car, Yacht, Island ____?

34. 5. Would You Like To Turn Your Vocation Into A Vacation? Connect To The Imagination By The Way You Ask Questions

35. Recondition To Ask

36. Recondition To Ask I. Why We Don't Ask

37. A. Don't Take Money From Strangers II. Conditioning Recondition To Ask

38. II. Conditioning Recondition To Ask B. Children Are To Be Seen And Not Heard

39. C. Money Doesn't Grow On Trees II. Conditioning Recondition To Ask

40. D. Don't Be Pushy II. Conditioning Recondition To Ask

41. E. Don't Pry In Other's Affairs II. Conditioning Recondition To Ask

42. A. Changing Our Identity - Reinventing Ourselves III. Events Create Our Identity Recondition To Ask

43. IV. Neurological Network (Feelings & Emotions) Recondition To Ask

44. A. Anger B. Hate D. Abandonment/Rejection IV. Neurological Network (Feelings & Emotions) Recondition To Ask C. Guilt E. Resentment F. Overwhelmed Feelings

45. V. Neurons That Wire Together Fire Together Recondition To Ask

46. V. Neurons That Wire Together Fire Together Recondition To Ask A. The Reticular Activating System

47. V. Neurons That Wire Together Fire Together Recondition To Ask A. The Reticular Activating System 1. 800x faster than conscious neurons 2. Directs every sensory impulse received 3. Gets automatic non-conscious attention and sends signal to conscious mind

48. VI. Letting Go Recondition To Ask A. Where To Start B. Deciding To Let Go (Forgiveness) C. A Day At A Time (The Process) D. The Compounded Effect

49. If You Aren’t Creating Any Sales, You Probably Aren’t Doing Enough Asking! How Important Is Asking?