"The close has already happened and they haven`t even seen my product or my business. They have told me already why they need whatever it is that I have."
90 percent of network marketers spend 90 percent of
- Jason O`Toole
Why I don`t sell, but how I`m always closing...
In a typical prospecting situation chances are you spend 30 min talking to someone as an initial conversation. You then you spend 15 min on a follow up call to share some information and then 45 min of your uplines time for a 3 way call only to find out their dog just died or they are getting married in a month or they just got sued and have no money. Sound familiar ?
Would it not make sense to talk to them later? Would it not make sense to talk to people today who can start today?
Don`t waste your time with people who will never buy. Don`t waste your time with people who are in no position to get started today.
The fact is this...
their time talking to the wrong people.
Lets change that ...
Basic Tools of a Network Marketer - Probing Questions
Probing questions are what you use to dig deeper into a conversation. He who talks the most in a conversation is not controlling the conversation - the goal is to always remain in control. This is important so we may learn as much as possible about the prospect. We do this via open ended questions and by saying as little as possible, however never avoiding a question. Your answer should be about 30 seconds max, then ask an open ended or probing question to put the control back into your lap. Your goal is to be interested and not interesting.
Favorite probing questions:
- Could you tell me more?
- What do you mean by that?
- Why is that important to you?
- Why do you say that?
- Could you elaborate on that?
- What do you like about that?
John: "I want to work from home.
You: "Why is that? Could you elaborate?"
John: "I want to spend more time at home.
You: "OK, why is that important to you?"
John: "Network marketing doesn`t work.
You: "I can appreciate that, but why do you say that?"
Your first probe is to determine what is important to them, what motivates them, what their driving force is and why that is important to them.
The Problem Stage
First off I would like to say, we are not in sales, we are in the solutions business and are master communicators. When people say they don`t like sales, they are referencing bad communication skills. As networkers we need to hone in on our communication skills and learn how to identify what the prospect is really looking for. Understand that people looking for a drill are not actually looking for a drill
... they are looking to make a hole. The problem isn`t that they don`t have a drill, it`s that they need a hole.
The fact is we all sell, all the time. The difference is that, when it’s your idea, you haven’t been sold. When a problem has been solved, you haven’t been sold. When you enjoyed your experience, you haven’t been sold.
So since we are in the solutions business we first need a problem to solve. The problem stage is where you find the pain, where it hurts.
The pain that were looking for will always fall into one of 4 categories:
The questions could be as simple as, Are you concerned about your health? or Are you satisfied with you current level of income?
You: What do you do?
John: I work at a factory.
You: Do you enjoy that?
John: Not really, it’s a job
You: What don’t you like about it
John: The long hours. I don’t get to spend as much time with my new born
You: Why is that important to you?
Here is another example:
You: Where do you work?
John: Home Depot
You: How is that treating you?
John: It’s going nowhere.
You: What do you mean by that? Where would you like your job to take you?
The goal of the problem stage is to find the why - this is key;
it’s the reason they are going to realize they have to do something now. When they rant you’ve hit on the right point, so focus on it and let them speak their mind about pollution, their boss, the commute to work, the fact they never see their family.
Remember, we are in the problem solving business and, folks, now we have a problem.
You: You never see your kids! My god, what are you going to do?
The Solution Stage
The solution stage is where we share with them how they will benefit from solving the problem.