With more than 25 years in the Network Marketing world, I’ve learned a lot of things to do and not do while recruiting different individuals. I’ve learned that I shouldn’t be a motor mouth and tell my prospects everything I experience in 5 minutes or until they tell me to “shut up”. I’ve learned to stop 5 minutes before I’m done, that will leave them wanting more. I’ve learned that although I may be a good salesman, most people can’t sell as I do. As a result I've learned to rely on formulas in place, DVDs, online links, conference calls, 3 way calls and the list goes on.
Two of the most valuable things I’ve learned are what time to speak and at what time to listen. Along with that come the “magical” questions. These two questions have saved me a lot of hours and have made me thousands of dollars.
In my last posting, I spelled out the one question you should never ask. “What did you think?” I gave a listing of several reasons why you should never raise this question. It’s time now to reveal the top questions ever. Here goes.
“What did you like best about what you heard?” I use this question after I have had my prospect listen to either a prerecorded sizzle call or a conference call. I am looking for their hot buttons. Do they like the product or service, or do they like the income opportunity? Do they just retort with a concise retort or do they elaborate? If it is a small retort, I will need to withdraw more information out of them. If they say they liked the product or service and then start to “sell me” on the program, I know they are in.
On a side note, if they have just watched a video, webinar or live presentation, the question is, “What did you like best about what you SAW?” Keep in mind that a number of people discover by hearing, some by seeing, some by feeling or touching. But that’s another subject down the road.
This leads me to my following question, “On a scale from 1 to 10, where do you see yourself?” When I ask this question, I commonly add a phrase in the middle that goes a little like this. “On a scale from 1 to 10, one being Steve you are an idiot, never call me again, and ten which is right there with sliced bread, where do you see yourself?”
When I insert the expression “Steve you are an idiot”, I usually get a humorous comeback of some sort. They commonly chuckle and say, “I would never say that”. If I recognize they like Starbucks coffee, I would incorporate that instead of “sliced bread”. In other words, I try to be where they are and relate to them.
The entire point to this progression is you yearn to be relatable to your prospect. This will help take their defenses down and help them to relax. As soon as they are relaxed and better yet, laughing, I can get inside their head easier and picture where we are heading.
Now that you know the questions, let’s look at their answers and the psychology behind this method.
With the first question, “What did you like best...” I pause for their response and constantly go along with them. I want them to comprehend that I am on their side and that they have a friend. If they disclose they like the product, be in agreement with them. If they say they like the wealth, once again, agree with them. It’s clearly that simple.
The subsequent question is a little more tricky. On a scale from 1 to 10, where do you see yourself? This is almost certainly the most critical inquiry of all. This sets the arena for you on how you are going to work with someone. What do you do if they say they like the product but are only a 4 in response to the second question? They are a just right candidate to turn into a preferred buyer. Don’t push them, a 4 is a 4 and at this juncture of the game, you can’t make them a 10. If they say they are an 8, then get your agreements out and get them signed up. DO NOT keep selling them. You will force them away. They are just looking for some details and want to meet the upline, now.
Do you care if somebody is a 4 or an 8? Not really. So why is this question so essential? It tells you how much time and effort to put into them. If they are a 4, you head to the customer side of the opportunity. If however, they say they are a 7 or beyond, these are the people you hunger to work with to create your company. This is where you spend your time and energy.
Stop and think about something. What if you don’t ask this critical question and you think they are a 4 but they are really an 8? You will possibly treat them as an afterthought and not give them the business building guidance they require. They will feel you just don’t care.
On the other hand, if you think they are an 8 but they are really a 4, you grow to be the main pain in the neck they have ever recognized. You start calling them daily, sometimes several times a day. You are so motivated that you become obnoxious and they get to the point where they stop answering your calls. After a few days or weeks of this, you speculate why they aren’t coming to meetings, getting on conference calls, signing up new recruits...etc. Well guess what, they were never an 8 and had no attraction in doing “your stupid business” in the first place. You definitely didn’t ask them where they were and where they wanted to go. And who’s slipup is that?
Now comes the hook for someone in the middle. What do you do when someone says they are a 6? It goes something like this. Start by saying “I’m so sorry, I only work with sevens and above. Given that you like what you’ve heard about the product, we can get you started on that right away.” This is key for a couple of reasons. In the beginning, you want to get them started as a customer, that brings in direct money for you. Second, you are impressing on them that you are determined about building your company. It might also bring to mind another question from them that goes something like this. “How do I become a seven?” My reply, “You just did. By you asking, you are telling me that you are really more interested than you are letting on.”
Let’s reiterate. First question: “What did you like best about what you heard?” Second question, “On a scale from 1 to 10, where do you see yourself?” Six and below you focus on getting them started as a customer, you may be able to switch them down the road after they have confidence in the product or service. If they are a seven or above, you have sincere attention and they are at least enthusiastic to go to the next height in gathering information.
Your job at this time is simply to separate your prospects. Keep in mind, a five is a five, not a nine and visa versa. Don’t try to push someone into a predetermined box. You will bemoan it in the long run.
For more times and ideas on building your successful Network Marketing business, please visit my blog:
www.whoisstevereed.com