The 6 steps to get to “Yes” in network marketing
I’m not sure that I am all that quotable, but I did make up the title of this post a few years ago. I noticed that if I started a conversation with someone and I let them talk, it was amazing all of the details that they were willing to tell me about themselves and their lives. They would tell me all sorts of things that I couldn’t imagine sharing with anyone, if it were me.
They would tell me about their jobs and how much money they are making. They would tell me about their marriage and how that was going … good or bad. There didn’t seem to be anything that was off limits. They would spill their guts.
All I had to do was to be willing to listen to them. I might have to ask a few questions along the way, but they did most of the work. As long as I let them tell me things, they were all too happy to share every detail of their lives. It was as though they didn’t have anyone else to talk to. If they found a sympathetic ear, they wanted to bend it!
I know that there are a lot people out there who prefer to keep things to themselves and maintain their privacy. I’m like that. I’ve been told that it’s like pulling teeth to get information out of me. I don’t like to air dirty laundry. That’s just me.
I think that you’ll find that most people like to have someone to talk to.
What does that have to do with network marketing?
As it turns out, network marketing is more about listening than about talking!
There are 6 steps that usually need to be taken in order to get a prospect to say yes to our offers. It doesn’t matter whether you are trying sell your products or your opportunity. You must hit these 6 steps during a conversation with them. You may have to steer the conversation as you go along, but most people will want to talk to you. Make sure that your prospect is doing most of the talking. Only talk to answer any questions from them or if you need them to continue talking ask them another question. You can use your questions to guide them to the answers that you need.
Here are the 6 steps:
I’ve written 2 articles on this subject. You can read them here. To make 2 long articles short, the best and easiest way to build rapport is to find something that you have in common with your prospect and start talking to them about that. They need to know that you are friendly and that you care.
You build rapport so they will want to talk to you and tell you what you need to know. You must be a good listener in order to be a good conversationalist! Listen intently and they will see that you are a person who they can trust.
If you are willing to listen, they will be willing to give you all the information that you will ever need.
What kind of problems do they have? This is your goal. Everyone has some sort of problem. I wouldn’t worry about people being unwilling to tell you what they are. You’ll probably need to pick the one that is best suited to what you have to offer.
Here is were things can get out of hand quickly. You will probably see that most people can find a solution in either more money or more time. There will also be some people who can solve their problems with your products or services. The natural thing to do, when you find their problem, is to offer up your business or products as the solution.
I’ve done this way more often than I’d like to admit, but when someone says I have this problem and I know my products can solve them, I jump up and say, “I have this great product that I know can help you! You should take a look at it”
I’m just as proud as a peacock that I can help them, but the first thing they think is that the whole conversation was a set up to get them to buy a products from me. I can feel the door slamming into my backside as I tuck tail and leave. That’s a great opportunity lost.
I would suggest telling them your success story, only. If they need to lose 25 pounds, you can tell them that you had the same problem and you lost the weight in less than 3 month. You just don’t tell them how you did it. More than likely, they’ll ask you what you did.
We’ll continue the weight loss scenario. Tell them exactly how you lost the weight and then offer them a sample to try it for themselves. If your product is something that you can offer a sample of, do that. Make sure that you give them all of the instructions on how to properly use the products and follow up with then during and after the sample period. Find out how successful they were on your products and you can tell them that after you lost all of your weight, you fell in love with the products. Tell them that you decided that sharing the products with your friends was something that you wanted to do and your now marketing the products. Find out if they would be interested in trying the product for a full month. That’s when you can sell them the products.
This same 6 step process works just as well for your opportunity.
Just to recap … You start off by building rapport. Once you have established rapport, they will begin to see you as someone that they can trust. If they trust you, they will be all too happy to share their life story with you. You just need to steer them into talking about the problems that they are having. You have to solution to a lot of problems. You just need to pick out the one that makes the most sense for the solutions you have. If you’ve followed the 6 steps, they will be more likely to take action on the solution that you have offered them. That means they are more likely to buy from you!
It may seem complex, but it will become very natural for you to talk to people this way. Actually, it will be listening and not doing much talking. That’s because, “it’s amazing what people will tell you, if you let them.”
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