The Magic Wand (The F.O.R.M) System Demystified...
Last week I shared with what I know has worked wonders in my sales career & building rapport fast with people. If you will become a People Magnet, you MUST remember it’s not about you nor what you have but rather it’s about the other person, customer or client that matters.
John Maxwell says if you want to make the other person think you are a fantastic person to speak with, ask them about themselves. This means that during the conversation there will be less of “I… me… mine…” and more of “you… & yours…”
I would like to give you a breakdown of the FORM system here as well as let you know that I am preparing a Masterclass on this topic. My desire for you is that you should be able to master this SKILL over time and transform your business results & relationships.
Family is the first key in this formula. If you think about it, ALL of us have a family of some sort. I am aware that not all families are functional, but this is the first port of call for majority of the people. As an ambassador for your business, it’s important to place other people’s values in high esteem if you desire them to trade with you. Family in this context means those that the prospect cares for. For Moms and Dads, it may be the son or daughter that is doing well in school or work while for a single person it may be a niece or a nephew. As you ask your client about their family, genuinely interested in what they are saying, the names they are using most often depending on the length of the conversation etc. If you are in the Health and Wellness industry, you can steer the conversation towards the healthy habits while if you are in financial services you may direct the conversation towards financial assurance and security.
When it comes to asking questions, there is only one way to avoid coming out as if you are being intrusive or nosey. Your level of confidence and body language plays a major role here… keep it within context. “What do you do for a living? What’s your profession…, show interest by saying something like… “wow, is that what you always wanted to do? or `how did you end up in the position/role/industry? Find their passion level for their work. If you speak to a person and they love what they do, it will be challenging to use their job as a “HOT BUTTON” that may trigger the desired response. How much do they earn? Does the profession pay well? What would they change if they could? … You are looking for the level of dissatisfaction in the prospects work ad if what you have to offer can fix the pain.
What do they do for fun… In today’s world, life is happening so fast that even when we should be having fun, we cannot truly relax and enjoy. Our heads are stuck somewhere in social media, Netflix or unfinished work etc. Here we are looking for the chance to evaluate the prospects personality. Do they like golf… a game of mental control? or racing cars or motor bikes? Do they prefer to watch of to get involved… passive or active…? How aggressive are they… Can what you have to offer promise them More of what they love and less of what they don’t?
The final stage… Now that you know the F.O.R status of the client, you should be able to customise your invitation to the client to have a look at what you have because it will help them solve/ improve/ reduce/ eliminate/ enhance/ or increase their certainty in a particular area of their life. Do they need more money or time? Do they need a way to save or invest for the kid’s college? How conscious are they in regard to health, wealth or education…? Do they need to improve their relationship? Can you help them get a raise in their job or sell more? This is where the rubber meets the road, your chance to say… hey, you mentioned that if …x… were to improve, you would …y…? Have you given that idea serious thought or were you joking?
Finally, it’s your SKILL level that will set you apart. There is no short cut to Excellence you MUST put in the work in private. Jim Rohn said “Learn to work harder on yourself than you do on your job. If you work hard on your job, you’ll make a living, if you work hard on yourself you can make a fortune.”
If you have a team that you work with, its important you share this information with them. Realise that the more you help your team, your income will grow exponentially. Help them to grow themselves, this way you are sharpening one another, and the work gets easier. A woodsman was once asked, “What would you do if you had just five minutes to chop down a tree?” He answered, “I would spend the first two and a half minutes sharpening my axe.” Let us take a few minutes to sharpen our perspective.
Thank you for taking time to read this far.
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