MLM Network Marketing Training -Asking The Right Questions in Sales in MLM Network Marketing

Successful sales professionals know that asking effective questions guides their customer to a purchase.  Find out how to ask the right questions in this week’s article by sales consultant Julie Thomas.

The Power is in the Question in MLM.

Let’s face it! Good questions direct our customer’s thinking.  When you use a good question, or a series of good questions, you penetrate your prospect’s mind and direct his/her thinking.  You can actually get them to think about things that they might not have yet considered.  Yet how many of us have failed to prepare the right questions before going into a selling situation.  Repeatedly, we are never adequately prepared with good sales questions…the kind of questions that direct a customer’s thinking.

The result of not being equipped with questions is missed opportunities, lost sales, wasted time and a discouraged and frustrated sales team.  To be really successful, we must master the use of good sales questions!

For the purposes of this tip, we will categorize questions in two ways: information and impact.

The INFORMATION Zone in MLM.

Information gathering questions help you open up your client to share about their business and what’s important to them.  These questions can be open-ended, probing, and confirming.  At first you ask open-ended questions to start your MLM client talking, then you ask for more details, and then you confirm back what you heard them say.  Information questions are critical to not only understand your customer’s situation and perspective, but also important for understanding the context.

ANXIETY

Raising anxiety in our prospects can be a tremendous tool to uncover need and create urgency.  One application is that anxiety can be raised anytime a prospect will not engage with you, whether it’s during your prospecting attempts, trying to get a return phone call, or, most importantly, closing the opportunity.

The idea is to get the prospect to consider the impact to them if they don’t take action.  In the two seconds it takes a prospect to consider your anxiety question, they make a journey that brings them to a place where they can recognize their own personal motivation for taking action.  Anxiety questions are used to open a conversation that compels the prospect to consider that which has not yet been

The idea is to get the prospect to consider the impact to them if they don’t take action.  In the two seconds it takes a prospect to consider your anxiety question, they make a journey that brings them to a place where they can recognize their own personal motivation for taking action.  Anxiety questions are used to open a conversation that compels the prospect to consider that which has not yet been.

Compelling Anxiety Network Marketing Questions.

Compelling anxiety question is created using what you know that prospect cares about personally.  Here are some examples:

Put yourself in your prospect’s shoes.  If someone asks you one of these questions, what thoughts run through your mind? Maybe part of their MLM compensation plan or management objective is tied to this initiative or they have a presentation to make on this subject at the next executive staff meeting or they realize how much effort they’ve put into the initiative so far and don’t want to lose it now.  Ideally, they review all of the potential impacts in that two-second time period.  

The goal is to have them momentarily experience the consequences of not resolving the issues or solving the problems you are alluding to.  Inevitably, some nagging concern will rise to the surface and cause them to reconsider the delay.

Remember, the right questions at the right time help you make an MLM connection with the client.  The goal is to understand your client’s business issues and create and connect to their reason to change.

Julie Thomas is President and CEO of ValueVision Associates.  She can be reached at julie.thomas@valueselling.com .

Presented by PassionFire Intl. www.valueselling.com.

Blessings…

doug Firebaugh / PassionFire Intl http://www.passionfire.com

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