Eactly What To Say - Phil Jones

Question 1

What are the 3 stages the other persons goes through with your Message?

Answer 1

1. Attention
   Ok I’m listening
2. Interest
   Okay, maybe
3. Decision
   Okay, I’ll do it

Question 2

To get attention try 1 of 2 questions

What are they?

Answer 2

1. What do you know about…?

Thus gives you a chance to talk about the benefits

2. How open minded are you to…?

It’s gives them the chance to look good just by hearing you out.

Question 3

State 2 interest

Before going from a no to a yes they have to go through——-.

What are the 2 questions

Answer 3

Maybe

1. Just imagine….

Eg just imagine in 6 months time

2. How would you feel if….

If you can make it feel right the rest is easy.

Question 4

Stare 3 decision

What is a great decision catalyst question.

Answer 4

The way I see it you have 3 options.

1. Should be the status quo
2. Should be a laborious option
3. Should be your preferred outcome.