Asking powerful questions and then engaging in powerful listening is the key to a healthy, thriving business with prospects interested in you; your products and your opportunity.
You’ve likely heard it before – people don’t care how much you know until they know how much you care. Sounds simple, but what does this mean, really?
It means that you want to give the most powerful gift you can when speaking to another – the gift of listening.
Instead, what most Direct Sellers do is ask one question and then pounce! We begin to spout off facts, figures, statistics on the pay plan; details on the patents that are pending; how these are the best products and the star fleet commander bonus with the Rambo-style payout is sure to be the best you’ve ever seen.
Ewwww. Yuck. Who cares.
What does that have to do with getting my kids out of day care? Helping me fire my boss? Making my life better?
Here is what your prospect is thinking: “All of that sounds complicated and confusing and my life is already complicated and confusing.”
So, here are three tips to change that and take your prospect from disinterested and confused; to genuinely interested in knowing more.
1. FAYC – Forget About Yourself Completely. Lose your agenda. Yeah, I know you have one. We all do. You wanna get this person to book a party; sign up on Auto Ship; make you rich! However, your agenda only serves to get in the way. Make your interaction totally about your prospect. Pay attention to the number of questions you ask vs. the number of facts you spew.
2. Ask a question and then listen without pre-planning your response. “Jane, you mentioned that the early morning “day care drops” are killing you. The kids are unhappy; crying; begging you not to go; and you are arriving at work worn out; guilty and frustrated. Have you thought about how you are going to change this and create what you want in your life?”
Now, don’t say another word. Zip it! Let Jane talk it out. If she offers clues that a home business; or some type of change might be on her agenda, ask more probing questions. Don’t hop in with your opportunity right away. Keep delving further and further into her need and her plans so you can learn as much as possibly.
Then, and only then, you might say something like – “Well, based on what you’ve said, it sounds like you might be looking to leave your current job and find something more flexible (or whatever fits what she told you.) Is that right?”
Make sure you have complete clarity before continuing.
Here is where you make the invitation. Don’t confuse this with the business presentation.
“Jane, I’m not sure if this would be a fit for you, but I’ve started a home business on the side, and it’s going pretty well. I’ve determined a business plan to help me quit my job in the next 12 – 18 months. I would love to show you how it works and let you decide if this might help you leave XYZ company and be working from home with your children by your side. When would be a good time for us to get together for about 30 minutes?”
Proceed with setting the appointment and don’t get dragged into giving the whole presentation. This is the valley of death for most people. Set the stage with interest and set the appointment.
3. When you get together, review Jane’s “why” and what got you started in the conversation to begin with. Remember to continue making it about Jane and how you might help her solve her problem. Use your company’s business presentation tools, and interject things that keep Jane engaged and move her to seeing how she could do this, too, and it is her answer!
People like doing business with those who they know, like and trust. Having a genuine interest in others is the best way to establish that foundation and grow it from there.
Ask yourself – How do others see me in my business? How do I want others to see me in my business?
You want to make sure that people know you are sincere and not out to just “get the sign up!”
I would love to hear your feedback and comments. Let’s exchange ideas
below. Just leave your thoughts/questions.
And, if you would like to learn the methods, tips and secrets I have used, please get my report below!
We all need a reminder of this every now and then. For some people it is hard to focus on the other person and really LISTEN to them. But if you keep in mind that it is all about the prospect, and practice on a regular basis, it really does become second nature. You have to be a nurturer.
Thanks for the great advice.
Wendy Hewlett
Thanks Wendy! Listening really is a learned skill, don’t you think? It takes practice and constant attention but is so worth it!
Jackie
Another awesome post Jackie,
It reminds people of the basic principle taught in the classic “How To Win Friends and Influence People.” You must show interest in others before they will show interest in you. Thanks for this post.
J
The Cartoon Coach
Yes, always put people first and it will pay off in huge dividends for everyone! Thanks for the feedback J and Deb!
Jackie
Jackie,
Thank you – these are great tips that I think people in direct sales often forget. I appreciate the fact that you are providing me with a reminder that it really is not about me at all and once I take myself out of it things seem to flow naturally.
Thanks again!