Gauge Pre-qualification

• Start by asking simple, open-ended questions to understand their readiness. Clear, direct questions help avoid confusion and uncover their mindset.

For example:

• "Do you feel ready to invest time and effort into in this solution?"
• "What excites you most about this approach?"
• "Is it something you would be interested in soon?"

• Their responses will reveal whether they're ready or need more time. If they hesitate or seem unsure, it's a sign to proceed with care.

• Pay close attention to their tone, enthusiasm, and word choice. These nonverbal cues often reveal more than their words alone.

For example:

• Positive response: "Absolutely, I'm excited to get started!"
• This shows readiness and commitment.
• Hesitant response: "Maybe, but I'm not sure how much time I have."
• This indicates they may not be ready.
• Remember, someone who is ready will convey excitement and decisiveness. If they're hesitant, don't push acknowledge their feelings and focus on keeping the door open for future discussions.

• Active listening is key in this step. Pay attention not just to what they say, but also to what they don't say.

For example:

• If they avoid answering a question directly or shift topics, it could mean they're unsure or have unspoken concerns.
• If their responses lack energy or enthusiasm, it may indicate hesitation. Instead of assuming readiness, validate their feelings. For instance:
• "It sounds like you're interested but have a lot on your plate right now. That's totally understandable."
• This approach shows empathy while helping you gauge their mindset accurately.

• If a prospect seems unsure, ask follow-up questions to explore their concerns without pressuring them.

For example:

• "What's holding you back from feeling 100% ready right now?"
• "Is there anything specific you'd like to know before moving forward?"
• This opens the door for a conversation about their doubts, giving you a chance to provide clarity or reassurance. If they're still not ready, thank them for their honesty and suggest revisiting the conversation later.

• Let's put this into action with a variety of practice options:
• Role-Play: Pair up and practice conversations using the examples provided.
• Journaling Exercise: Write out responses to sample questions, imagining how a prospect might react.
• Group Discussion: Share hesitations you've encountered and brainstorm ways to handle them.
• By practicing different scenarios, you'll build confidence in gauging readiness and responding to various prospect situations.

• When you prequalify, you save time by focusing on prospects who are genuinely ready to succeed.

Here's an example conversation:

You: "Alex, it sounds like you're excited to improve your health. I want to make sure we're a good fit for each other. How soon are you looking to make a change in your routine?"

Alex: "I'm hoping to start something new within the next month."

You: "That's great! Can you share what you've tried in the past and what worked or didn't work for you?"

Alex: "I've tried a few supplements, but I wasn't consistent with them."

You: "Consistency is key! Based on what you've shared, it seems like you're serious about making a change. If I can show you a solution that fits your needs and lifestyle, would you be open to discussing it further?"

Alex: "Definitely!" This approach ensures you're bringing in the right people while building trust and rapport.

If someone isn't ready, end the conversation with understanding and a plan for follow-up:

• "I completely understand that this may not be the right time. How about I check in with you in a couple of weeks to see if your situation has changed?"

This keeps the door open and leaves them with a positive impression, even if they're not ready to move forward right now.

Key Takeaways for Gauge Pre-qualification:

• Ask purposeful questions to uncover readiness.
• Listen actively to both verbal and nonverbal cues.
• Address hesitations with empathy and curiosity, not pressure.
• Practice different scenarios to build confidence.
• Respect readiness by focusing on those who are ready while leaving the door open for others.