Question Your Way to Success

Question Your Way to Success
by Rod Nichols

The tendency in network marketing is to tell, tell, tell. This turns most people off, since they would prefer to talk than listen. In order to meet their needs, you should tell less and ask more. Questions are the key to success in network marketing. By asking questions, you can find out more about the prospect, uncover their motivations and hot buttons, discover if they have what it takes to make it in network marketing, and determine if they have the financial means to start and operate a business.

Here are some ways you will use questions:

1. Invite - "There is a webinar on Monday at 7:00. It's limited to 60 spots, I'd like to invite you to watch it. Are you available?"

2. Sign up - "Would you like to start with product package #1 or #2?"

3. Order product - "Would you prefer to order the product at retail, wholesale, or get it for free?"

4. Uncover purpose - "Why do you want to have a home-based business?" or "Why do you want to own a business?"

5. Discover goals - "Where do you want to be in 5 years? 10 years?"

6. Handle objection - "That's good input and in fact I felt the same way. Then I did some research and do you know what I found?"

7. Work through skepticism - "I know that you are questioning, but if I could show you . . . would you be willing to take a serious look?"

8. Break through a barrier - "I understand that you aren't interested and that's ok (the prospect's barrier comes down as you start to wrap up or leave). By the way, I was wondering . . .?"

9. Help them see prospects - "Who do you know who would like to have more free time? Could use to make some extra money? Is concerned about their health?"

10. Approaching someone new - "Have you ever thought about owning a business? or Diversifying your income?"

There are two types of questions you will use in your business - open and closed. Open questions are those where the persona must elaborate on the answer, whereas closed questions allow the person to give a yes, no or short answer.

You will use open questions to get people talking and help them feel more comfortable. Here are some examples:

"What's important to you about your work?"
"How do you plan to change your financial situation?"
"What are your goals for the next 5 years?"

Closed questions you will use to direct the conversation or to gather specific information. Here are some examples:

"Do you see how this could change your financial future?"
"Are you ready to take action and change your situation?"
"Would you like to make some extra money?"

In the beginning of a conversation, use open questions to get the other person talking, then use closed questions to get specific answers or information. Think about your questions ahead of time, so that you are prepared when talking with prospects.

God gave us two ears and one mouth because we are supposed to listen twice as much as we talk. The only way we can accomplish this is to ask more questions and listen to the answers. So, start asking more questions and watch your business explode.