Step 5: Impress your Prospect with Your Wizardry - Wizards Earn More Money. Step 6: Create a Project that Will Suit the Needs of the Project: Effective contractors understand why and how to ask the right questions.

In this session, you will learn what to do to bypass short-term memory and become embedded in the prospect's long-term memory. Delivering a creatively sensual, information-sharing first visit with the prospect opens the door to winning the job! Create a Project that Will Suit the Needs of the Project: Effective contractors understand why and how to ask the right questions. Consider that a NEED is more powerful than a WANT. Ask open-ended questions and follow with closed-ended questions. Listen closely and your prospect will tell you how they will buy.

During this webinar, you will learn:

1. How to bypass short term memory by involving the prospect
2. To demonstrate the methods and the science behind your testing
3. To involve the prospect in the investigation process
4. To use three tools to help the prospect visualize the issues
5. Which NEEDS are more important in the prospect's mind
6. How to profit from the break/fix mentality
7. How to package your services and why bother

Mike Gorman, TechKnowledge
Earn Up To 1.5 BPI CEUs

Free to BPI GoldStar Contractors and BPI Test Centers; $50 fee for all others.