Okay, so you're at the table with your prospects to give a formal presentation hoping to enroll them into your business. Here are the key questions that will give you control of your presentation while completely honoring your prospects.

1. Motivation Question

You need to know why your prospects decided to look at your program in the first place. You need to know what their hot buttons are. And, you need to know something about your prospect's world before you can present any benefits to them.

Although the Motivation Question does not usually reveal the TRUE motivations of your prospects, it is a good starting point for finding out what their real needs are. Here's the key question:

"Folks, I'm just a little curious, why did you decide to take a look at this program?"

Listen very carefully to their answer because you're going to repeat it back to them in just a minute.