you through the three only questions you'll ever need to ask to have a successful first

sales meeting. Now, I know maybe you're sitting there thinking to yourself, "That sounds a

little incredible. That sounds a little unbelievable perhaps even." And, trust me, when I first

heard about these three questions, I felt the exact same way. I thought, "How can three

simple questions virtually guarantee a successful first sales meeting?" Until I started putting

them into practice. Until I started experimenting with them and honing them. And, today, I use

these three questions, no exceptions, in every single first sales call or meeting that I

have with a prospect. So, here we go.

The first question that you want to ask is, "Where to you want to be or where do you want

to go?" Now, my favorite way of asking that question, and you can ask it a hundred different

times or different ways. But, my favorite way of asking that question is something like,

"So, let's imagine you and I were having this conversation 12 months from now. And let's

imagine that I asked you, "So, what's really changed in the past year? What's improved?

What's different?" What would you answer?"" That's a great, great, great first question

to ask. Really gets your prospect thinking about what it is that they want. How has your

business evolved? How has your career evolved? How has your revenue changed? What other aspects

or elements of your business have transformed or changed or improved? That's a great first

question to ask. Where do you want to be or what do you want to have in the next 12 months?

Let's say.

The second great question to ask is, "Alright, so, now that we understand where you want

to go or where you want to be. Let's talk a little bit about where you are now. Where

are you now? What's going well? What's going not so well? And especially compared to where

you want to go, where are you now? What kind of things do you have?" This really helps

your prospect clarify how where they are today is different from where they want to be. In

other words, it's a great way of establishing momentum and a sense of urgency to see that

where they want to be and where they are now are not, obviously, the same place.

And the third question I love asking is, "Alright. So now that we know where you want to go or

be, now that we know where you are now, what's holding you back? Why aren't you there yet?

What are the things that are lacking or the things that you need to have or perhaps the

things that are there but are holding you back from getting there?" Now, I promise if

you ask these three questions you're going to get a very, very detailed and complete

picture of what your prospect is looking for, where they are, and also, obviously, how you

may be able to help them now. I say may be because, in some cases, we can't help them.

And you know what? That's great. Just be honest about it. Be straight-forward. Be transparent

about it. Tell them, "You know, I don't think I'll be able to help you." But, maybe refer

them to somebody else. But here's the thing, if you can help them, you're going to have

so much insight and such a deep understanding of their situation that whatever comes after.

Whether it's a proposal or whether it's an idea or whether it's just another meeting

where you'll talk about a potential approach, it's going to be based on their situation.

It's going to be based on fact. And it's going to be based on reality.

So, there you go, three simple questions to ask that will virtually guarantee a great

first sales meeting. Where you want to be or go? Where are you now? And what's holding

you back?

If you like these tips, if you like these practical, tangible strategies, then sign

up for my YouTube channel. I'll put a button up here. And I hope to see you on the next

video. Thank you. Bye.