1. Qualifying the prospect for your time

2. 3 types of questions

A. Small talk, fact finding, rapport building

3. Asking the questions in a sequence

4. Letting go of anxiety about rejection

5. Why people don't buy

A. They aren't interested

B. You aren't interesting

6. Becoming a master asker

A. Repetition and experience

7. Your cadence, tempo and delivery

8. Finding the problem

9. Selling the product, selling the dream

10. Your dialogue with money determines how you do and don't ask

11. I get these questions, I don't get these questions

12. Schooling the appointment

13. Trial closing

14. Handling objections

15. Closing the sale