How Can I Uncover My Prospects Wants And Needs?
How can I uncover my prospects wants and needs
?
Experts tell us that its not what you say but how you say it. To achieve excellence in network marketing you must learn one very important skill. What you first say to your prospect has everything to do with whether your prospect is someone you know or someone you don't know.
The next broad category to consider would be what you are getting your prospect to review: your MLM business opportunity or your product?
Then you'd need to consider how you're going to have them look at it: one-on-one, hotel meeting, video, website, conference call, etc.
But Id like to focus you on something else that needs to be done prior to all those. Truth is, the very first thing you should say is audible. Let me explain. In that fraction of a second before you say hello to your prospect say silently (with your thoughts), I'm interested in you.
If you start every conversation with this thought and you're able to do the activity of being interested in your prospect throughout the entire conversation; you will never say the wrong thing.
Very simply, when you're focused on the well being of the prospect instead of:
1. the money you could make if they buy or sign up in your MLM business,...
2. if you're saying the right thing or not,...
3. if you dressed correctly,...
4. if your prospect can tell you're new at it,...
5. if your prospect can tell if you're making little or no money in your MLM business venture,...
6. if your prospect thinks you're a fake because of the car you drove to the
meeting,...
7. if your prospect will object when you tell them its network marketing,...
8. if the prospect will object when you tell them the cost,...
9. if the prospect doesn't do it, how will you make your volume requirements this month,...
10. how to handle the objection or question the prospect is saying,...
...you will never say the wrong thing. In contrast, if you're focused on any of the above you invariably will say something wrong that will cause your prospect to avoid you. Forget all those things above and just pay attention to your prospect!
Many times distributors have phrases like the above going through their mind prior, during, and after talking with their prospect. Very rarely will you make it through the conversation without the real you exposing itself to the prospect if you're focused on any of the above. Many people believe they can fake it until they make it. Not so. The only person you're fooling is yourself.
Truth is, if you're sincerely interested in your prospect, it will show in every thing you say and do. You'll never have to worry about saying the right thing. You always will.
I'm not giving you permission to be unprepared for a meeting KNOW WHAT YOU'RE TALKING ABOUT.
I'm also not suggesting you degrade your business or product to the prospect by telling it like it is. Do present your business in the best possible light.
Once you know your business and products well, forget trying to present and help the prospect get what the benefits of the product or business are by simply finding out their interest on the subject. You do this of course by using the Qualify step of the Inviting Formula.
by: mlmfirstclass1
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