What does your conversation sound like to them?

We often get caught up in our own excitement and our interest in trying to impress the prospect that we forget that they are the one who has to buy into what we are doing.

When we start talking about what we are doing in the business and how the business is going to change our lives and our prospect loses focus and never connects what their part in your master plan. Your conversation comes across more like a news report than an invitation.

It is critical that you share your excitement but more important that you do it in a way that keeps your prospect connected.

Here are five ways to keep your prospects interest and build their dream:

• Share your story and then ask for theirs. What are their dreams? If the prospect can't come up with something ask for specifics.

  Would you like to:
  - quit your job?
  - upgrade your home or car?
  - take Vacations?
  - have money for retirement? have more time freedom?
  

• When you present details about the product or company ask what they like or dislike about what they just heard.

• Obtain important details like:
  - How soon would they be looking to get involved,
  - Would there be anyone else involved in the decision process,
  - how much additional income would allow them to live comfortably each month.

• Ask pointed questions about their current situation. What do they like and dislike about what they are doing today. Do they like their boss, benefits, retirement, co-workers
  

• Last suggestion is help them dream. Try something like: "If I can show you a way to help you get _________ and change ___________ and you could do it without without risking what you have today would you be interested?"
  

Your goal should be to keep your prospect talking more than 50% of the time. This is also a way to qualify your prospect. If they are open and sharing then you know this is someone you can work with and will be good working with others.