Leaders Are Readers!
Today I have some gold nuggets from Questions Are the Answers, by Allan Pease.
When you are presenting your network marketing opportunity to a prospect, they are expecting you to try and ‘sell’ them so they will raise objections to anything you say.
Everything your prospect tells you has to be true, because they said it!
This is why it’s important to ask questions and listen to their answers.
Here are the Six Magic Questions you can start using right now to recruit more people
into your downline with less resistance.
How to Get To “Yes” In Network Marketing
1) “Do you know why people start a network marketing business?”
The great thing about this question is that when the prospect says ‘no’ it opens the door for you to say…
“Let me show you”
Now their are many reasons people start a networking business, but they can be boiled down into these nine.
- Extra Income
- Financial Freedom
- Have Your Own Business
- More Spare Time
- Personal Development
- Helping Others
- Meeting New People
- Leave A Legacy
2) “What is you number one priority from the list above?”
What we’re really asking is…
“Why would you want to join my network marketing business today?”
This is their primary motivator.
Let’s take “Extra Income” as an example.
3) “Why did you pick that one?”
The question asks… “Why would you join for that reason?”
This is usually just a surface answer.
They might say, “I need to make money.”
4) “Why is that important to you?”
Now we’re going deeper, getting closer to their core reason.
They may reply, “I have bills to pay and a family to support.”
5) “What are the consequences of not having that opportunity?”
(Their primary motivator)
The real question is “What will happen if you don’t join?”
A common answer is, “I don’t know, I guess I’d stay in my same situation.”
6) “Why would that worry you?”
This question asks them to repeat their number one priority.
They might open up at this point and share on a more personal level if you have properly cultivated a relationship and have rapport.
These questions hit on emotion, people buy on emotion and then justify with logic.
After you’ve asked these questions you can show the plan and your prospect is more open to hearing about it.
Now all you need to do is show how your business opportunity can give them what they are looking for. (Their primary motivator)
Once you understand their goals and challenges you’re now in a position to solve their problems and connect what you have to what they need and help them see that what you have is exactly what they are looking for.
It will seem like the answer to their prayers because they will be hearing their dreams and desires being addressed.
However you never want to push people to buy something that you know is genuinely not for them.
If I see that what I have to offer isn’t a legitimate fit I’ll tell them so or I may send them a different direction, but I never push them to buy something they don’t need.
Create A Great Day!
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I hope this helps you recruit your next prospect! Let me know in the comments below.