Wanting more money is a "logicaly fact' and need for many people. It’s just a fact. The problem is that facts on their own have very little power to internally inspire people to change. So if you immediately respond to this logical fact, you’ll meet resistance 99 times out of 100.

 

What will really motivate someone to change are the deeper emotional reasons that lie behind the factual statements. And it’s these emotional needs that you must uncover and allow the other person to talk about.

 

So, how do you do that? Well, by asking the right kinds of questions!

 

Ask these sorts of questions: 

 

“How long has not having money been a problem for you?”

“What does not having the funds prevent you from doing or having?” 

“How would having more money make your life different?”

“Is that important to you?”

“How would that make you feel if you could do that?”

 

What you’re doing is asking the questions that the other person would have asked themselves if they had known what to ask before getting stuck in their present situation!  And by doing so, you’re uncovering their real needs.

 

So before rushing in to present your solutions in the form of your products or business opportunity, understand their present situation and how they feel about it. It will help them inspire themselves to make a change as they feel the discomfort of their present circumstances as they listen to themselves answer.