Prospecting: Who Else is Tired of Tire Kickers: Tip #3

MLM Articles | July 19, 2007

Network Marketers: If your sign up rates aren't as high as you would like, perhaps you're asking the wrong questions!

OK, now you’re moving towards a firm understanding of your prospect, their interest and desire and, importantly, if they are worth your time or not. Based on the previous two tips, you’ve set a tone, you’re building a rapport, the shake in your voice is gone, you’ve asked a big question that calls for a left-brain response – and you’re listening. See how easy this is?

Actually we all know it is not. It takes practice, practice, practice. Like most things, getting the results you desire takes time, patience, persistence and a strong faith in yourself, your abilities and that your repeated efforts will indeed give you the results you truly want.

If you omit the belief piece, you’re dead in the water and, frankly, wasting your time. Napoleon Hill said, “There is a difference between wishing for a thing and being ready to receive it. No one is ready for a thing until they believe they can acquire it. The state of mind must be belief and not mere hope or wish.”

I like the formula: Repetition + Experience = Success. Believe it will happen and keep working on it. That’s a formula for success. But that’s not today’s tip. Think of it as a bonus!

We want to keep the prospect talking and you listening – so keep the questions coming. At this point you are still trying to find out if your prospect is serious or just curious. In order to find out, ask things like:

· how long they’ve been looking for an opportunity

· are they in a position to get started this year

· what kind of income are they looking to achieve

Here’s another left-brainer, “What value will this bring to you and your family?” “What doors will open?”

Affirm their responses with action verbs: “I see,” “I hear you,” “I understand,” “I can relate.” What you’re actually doing here is getting your prospect talking about themselves, allowing them to feel more at ease and buying into you!

Keep Listening!

Scott Smallwood

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ABOUT THE AUTHOR

Scott has considerable network marketing experience and is pivotal in, through the passing along of his own insights and experiences, the success of his clients.