5 Steps Question Model for Influencing a Buyers\' Decision Making Process

1. Creating the Conditions for Change 1. White Step Questions – Current Situation Quantifiable facts Asked with clinical interest Manages tension downward What are your bonds currently yielding? Are you working with a CPA? 2 . GreenStep Questions – Desired Situation Compelling goals Asked with genuine curiosity Begins to raise tension How would you change your lifestyle, if you could? In what way would you like to spend your retirement? Black Step Questions – Obstacles to Desired Situation Challenges relating to Green Step Asked with concern Elevates tension to Threshold of Activation What factors could delay your retirement? What has stopped you from investing in the past? Red Step Questions - Emotions Emotions about Obstacles (NOT about Goals) Asked with directness and used prudently Raises tension past Threshold of Activation What would you think/feel if you had to work an extra 10 years just to retire? What happens when you ignore your instincts in the past? 5. Yellow Step Questions - Solutions (Asked after you present your solution) Enables interaction with product solution Allows prospect to iterate the value of your recommendation Brings tension down to a productive level From your point of view, what are the benefits to a financial plan? How can you make best use of my services?