One of the things that I have observed over the years in my journey to be a Professional Network Marketer and successful business person is when you ask the right questions you will get the right answers. Particularly when you talking to a prospect. Keep in mind the average prospect will look at the business 4 to 6 times before they are ready to get started. So it is real important to have a Prospecting plan for your Prospects. Always show your Prospects some new tool, new presentation, that was different then the previous time you showed them the business.
I personally like to find out the pain of a Prospect and this is what I will typically focus on in my communication with them. For example;
What in your life would you like to change or have more of or less of? This question is so powerful it allows you to understand what their “Hot Point” is in life. Now you can focus on sharing your business based on their answer on how your business can provide solutions.
The next step you need to get to the point where you are helping them get to making a decision. So for example let’s say when you asked the question above – What would you like more of in our Life?, Answer – I don’t get enough recognition in my job or I am not happy, it’s seems I am stuck not giving any value in my life.
What you want to do next is paint them a picture of what the business can do for them.
You know Sue I think you would be perfect for this business I can see you travel the world being on stages helping women just like you to breakthrough and the recognition you will get for this will be so fulfilling. This may be a good time to share a story of a leader that she can relate too based on what she wants more of.
Now it is time to start going for the close! Here are some questions that I would recommend….
What is it that you liked so far about what you have seen? Can you see yourself make money with _______ and having all this great recognition for being a great coach and mentor to hundreds and thousands? You see you want to ask questions that will lead you to know what your prospect is thinking!
Now pay attention closely when you have asked the right questions and you feel your prospect has seen the big picture of your biz here is the most important question you should always ask!!!
“Sue do you have enough information to get started?”
This question is really a difference maker, if they are not ready then you would ask them What other information do you need to help you get started?
Over the years I have seen many people who do a great job taking the prospect through a number of exposures but they do not ask for the close. What typically happens when you do not ask the question – you have a prospect who you don’t know if they are a yes or a no, they are in Purgatory.
ASK FOR THE CLOSE AND TEACH YOUR DISTRIBUTORS TO ASK FOR THE CLOSE AND YOUR BUSINESS WILL GROW!!
“A WINNER MAY NOT BE MORE AMBITIOUS THAN A LOSER, BUT HE OR SHE IS AMBITIOUS LONGER.”
P.S. Bonus – Want to learn how to be a recruiting machine? I am making available for FREE my Team Global training site , for Network Marketers Globally. You can register for Free at www.STeamteam.ca the direct link to the Prospecting training’s after you register http://steamteam.ca/steam-team-home-01/business-mastery/webinar-training/prospecting/