In this section I learned how to use the zig zag method to qualify a lead before booking a chat with them. In the zig zag method, you use the leads answer in the format of your next question. For example: Intro: Hi, (lead) I saw that you’re interested in making a career change. What is it about this opportunity that stood out to you? Lead: Well my time is very important to me and with my current job I’ve been working too many hours. Me: I understand completely. What are you doing for work now and how many hours would you prefer to work per week? Lead: I’m doing XYZ job and I’d like to work 40hrs. Me: That sounds great. If you were working 40hrs a week, do you see that accomplishing your financial goals as well? …And so on, bouncing questions back for around three or so messages and then booking a call.

Just finished Phase 1 of the course. I’m learning a lot about what it takes to be a successful setter already. One main thing that’s stood out to me is how important it is to have a framework for your call that you’re comfortable with in order to have a seemingly simple conversation that leads to learning so much about the prospect. If you are able to ask the right questions during discovery and really take in the information the prospect is giving you, closing then comes natural.

If you can get your prospect to say these four things(in some form), they are basically closing themselves: 1. There is a gap between where I’m going and where I want to be 2. I can’t get there on my own 3. Now is the time to take action 4. I need help to do it Thank you for these Dylan!

Hi my name is Anne. I recently moved to the Salt Lake City area. I’m fairly new to sales. I’ve been working in roofing sales, specializing in insurance, for the past two months. I’m looking forward to gaining new skills from this program and translating that to new areas in the sales world. I look forward to meeting everybody! My question for everyone is: Where would you rather vacation, the beach or mountains?