Generous, Authentic Listening For Success
One of the biggest mistakes most new Network Marketers make is that we have our own agenda firmly in place when we begin making that list and calling people. And, when we do this, we often get resistance, and then we think it has something to do with network marketing.
It’s great to have enthusiasm, and another thing to dominate a conversation without really listening. Network Marketing is a relationship and it’s like a ping pong match…a series of conversations…and good follow through….
Here Are Some Pointers For Improving Your Results
First, when you get started making phone calls, lead with questions, not how excited you are about what you have joined! Your time and place to share that will come if you start on the right foot.
Here are some steps to take and some great opening questions to start with.
Make your list.
Identify your top prospects – those people who are upbeat, get things done and who you would want to hang on the beach with!
Call, and say –
“Hey Jane, it’s Jackie calling. Do you have a few minutes?”
Clear the time.
“Great, I have a business question for you, but first, let’s catch up. What’s been going on with you? How’s the family?”
“How’s the job?” (If applicable)
LISTEN and catch up.
Then, say –
“Well, I don’t want to take a lot of your time, and I mentioned I had a business reason for calling. I have a question for you –
Are you happy? I mean happy with where you are in life in terms of career and financial goals?”
LISTEN, and sometimes there is some beating around the bush and the answer ends up as no, not really, then you say….
“Do you have a plan to get you out of that in where you do want to go?”
LISTEN, and if you get any hint that they don’t, ask…
“Do you want to look at one? It’s probably not for you, although I think you would love the product. I’m serious about changing where I am because I am not happy with it, and I was thinking of who else might feel the same and want to explore this with me.”
Then, if they indicate that they would be interested, ask them – “why, what’s going on?”
Then, move to – “Well, if I sent you a link to a video, would you take 10 minutes to watch it?”
When Objections Come Up
Sometimes, you may hear something like this….
“Well, I couldn’t do what you do?”
Your response – “Umm hmm.”
“Well, it’s not s much that I can’t, but you are really good, so I don’t know….”
Your response – “Umm hmmm.”
Let people stew in their own excuses and don’t let them off of the hook, so to speak, and you’ll be amazed at what they will reveal.
Fear, doubt, insecurity, lack of confidence.
Other Possible Objections
“I don’t think I can afford it?”
Your response – “How much do you think it costs?”
“I don’t think I have enough time?”
Your response – “How much time do you think it takes?”
“What if I made a commitment to be there and help you? What if you were not doing this alone? I’m 100% committed to my plan and success and would be the same with you. I want to do this with people who I enjoy, and you are at the top of that list.”
You are going to match what they do, and they need to know this.
Remember this – people are caught up in their own “garbage.” I’ve been there. You possibly have as well. It’s a form of self preservation, but it is ultimately dangerous and keeps us stuck. Keeps us down.
The words we speak are the reality we live.
Follow Up and Follow Through
Remember, someone’s truth today may not be the same in six months. Life situations change, and that is GREAT for our business. We’ve heard of or experienced the stories.
Someone says no….no…..no and then one day, something happens and their life changes, and now it is YES!
Don’t ever stop following up with anyone you have introduced your business to, because you never know. You really don’t. You think you do, but you don’t!
I know this to be true from my own story.
I was a no…no….no…until I had a baby, wanted to be home and became a POWERFUL yes!
We don’t know what people are going through; how life gets in the way. We make assumptions all of the time, and most of the time they are not accurate! Don’t walk past a fortune!
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