Asking the right questions gets the right answers

"For more than 20 years," (this is me quoting me), "I've been collecting and creating valuable & useful how-to knowledge & success resources for direct sellers and network marketers." Collected another one. (So good when you don't have to make it yourself.) This from kindred spirit of both GET RICH SLOW and Speaking & Listening, Jim Britt.

I won't pull that stupid marketers pet trick saying "My friend," because he's not— yet. I've met Jim and have known about him for years starting back when we were both involved with Cell Tech (remember them?). But after a couple of eLetters such as this one you're about to read, and a dig into his web site, I'm now actively chasing him for a MasterMind Session and the ability to write "my friend" in the future and mean it.

I REALLY like Jim's stuff. And... I would, of course. He's urges direct sellers & network marketers to ask questions and listen (another "really"). He's all about Shipping & Receiving (Relationshipping, Friendshipping, Partnershipping and Leadershipping). And he is, as said, a card-carrying member of the GET RICH SLOW Club.

Hence, the following to feed your educational hungers. But what if you're NOT hungry to learn? Good luck in this business (and this life.)

Asking the right questions gets the right answers
By Jim Britt

______________________________

Asking the right questions I would refer to as "The art of networking."  

When you ask your prospect questions... questions that make them think and feel, the answers you receive will be the signs that will carry you to your first destination. And what is your first destination with a prospect? Well it comes in three parts?

1. Do they have a problem?
2. If they do, do they have a desire to solve it?
3. Can you help them solve their problem?

That's the first thing you want to discover. That's your first destination. In other words, instead of focusing on making the sale, or recruiting the person...

Focus on whether there's a sale to be made or a worthy prospect to sponsor in the first place.

When you truly listen to your prospect the correct approach will materialize to you.

For example, if you hear a single mom saying that she is stressed out because she has to leave her children everyday and therefore can't give them the quality time they need... of course an obvious feature for joining your company would be that she could work from home. However, before offering her the opportunity, build some history.

The biggest mistake people make in network marketing is they get in a hurry.

Take some time to get to know her.

Here's what I mean:

• Ask what her present work is.
• Ask if she likes her job.
• Ask if she has to commute to work everyday.
• Ask if she feels she's getting paid what she's worth.
• Ask her what an ideal job would be to her.
• Ask if she would like to spend more time with the family.
• If she says that she would like to work from home then ask her what she would like to do.

The answers to your questions will help her to further discover and to reinforce her real desire to work from home. Remember, she will always have the answers to what she wants, but she will probably not have a solution.

That's your job once you have arrived at your first destination, and that is to established a need.

Questions will encourage them to talk and will give you information. It helps you to uncover problems... to discover if there is a real need. Questions help you to understand their priorities... what's important to them? You might say that questions help you to diagnose.

How would you feel if you walked into your doctor's office and your doctor never asked you what was bothering you... he just said "hey, you look sick and here's a couple prescriptions... call me in a month." How would you respond?

Questions also help you to establish your own credibility with your prospect, which should be to help them find a solution to their problem. But, just like with the doctor, you have to first discover their problem.

Questions make your prospect feel that you want to play a key role in helping them to find a solution.

Questions help you to paint the right picture in the mind of your prospect. Pictures that are benefit oriented. You get to formulate the picture yourself by asking the questions and listening to their response, but more importantly, your prospect gets to see it in their mind and to discover they have a need.

Questions will help you to "break the ice." By asking a simple question like, "how are you today?" You can get a response or an opening that can lead to the next question, and the next, and to the process of discovery on your part and theirs.

Questions allow you to "plant" your own ideas at the appropriate time. "What if you took this approach? What if you started your own business working from home? Have you ever thought of that?"

Questions let you handle their concerns in the form of an answer during the course of the conversation instead of as an objection that needs to be overcome.

Questions put you in control, not for manipulation purposes, but for the purpose of keeping the conversation on track and discovering their need and if you have a solution.

Use the power of asking questions instead of telling people what you know or making statements.

Learning to ask questions is your most powerful tool in network marketing.

If you try to "feed" people solutions before asking questions and arriving at your first destination, "Do they have a need," you may become the one that owns the problem... and the solution, which will take you nowhere fast.

If you tell someone that your business opportunity will provide them with financial freedom the conversation will probably stop there, because you haven't yet established a need.

On the other hand, if you ask them if financial freedom is important to them you can start a conversation that leads to other questions that will establish whether they have a need or not.

The key to mastering the art of network marketing is to master the art of asking questions... and listening... in order to arrive at your first destination... and that is...

Do they have a need that you can fill?

And Jim then gave this assignment for the week:

This week make a commitment to meet at least five new people with the intention of just getting to know them. Don't try to recruit or sell them a product. Just get to know them and see if you can arrive at your first destination... do they have a problem that needs solving and do they want to solve it?
______________________________

Good stuff. No, clearly much more & better than that. Mr. Britt is not simply on the GET RICH SLOW bandwagon... he's leading the parade.

Learn more about Jim Britt (click the link) and his offerings, and take a "sincerious" consider of getting his new book. I haven't read it yet. I'm simply stalling for one of those from one author to another, "Send me a signed copy" deals.

Let me know what you think & feel & value most about this piece.

Thanks.
I appreciate you.

Please click to bookmark and share this post with others:

Comments

[Brenda]

What wonderful information. Thank you so much for sharing that. I will definitely be checking out his books--and yours too.