F.O.R.M. For Prospecting
March 4, 2007 | By admin | No Comments »
Did your upline taught you to use F.O.R.M method to find out your prospects needs and wants?
F – Family
O – Occupation
R – Recreation
M – Money
Personally for me, to a certain degree it works. Here is how it has worked for me. As I am somewhat introvert, having this F.O.R.M. Guideline, really helps me in starting and having a conversation. It also helped me to identify the prospect’s needs and wants. However the challenge for me was to translate those information into my product or opportunity.
If before the F.O.R.M conversation, I had introduce myself as a representative of XYZ company, then I don’t have the problem of presenting the possible solutions to prospect’s needs and wants.
These days, I hardly use this method anymore in my prospecting. I’d prefer to be direct.
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