In order to be an Excellent Network Marketer You need to be a Great Listener!

Listening

Of course you have heard that we have one mouth and two ears. That is so that we can listen twice as much as what we talk. But it seems that this statement goes over most network marketers heads when it comes to presenting their business plan to leads.

Wouldn’t it be amazing if you could get prospects to register without even showing them your super-duper most amazing plan ever. You can and I have.
Wow, Marcus this is weird. Aren’t you the one that believes that one of the most important steps a new distributor need to take is to learn to show their business presentation immediately. Yes! Yes, I do. But not because I believe it is what sells people, but because it builds your confidence and gives you credibility. Many network marketers believe that to sell their business they need to show the business plan. Of course at some point this is true, but at first people are not buying your business plan they are buying a solution to their problem. After they buy the solution to their problem then they are buying you and your ability to help them with that problem. Then they are buying your solution or plan.
The CEO of the company I work with says it like this ” I don’t show the plan to anyone that is not already in, when I show the plan I am just showing them what they are getting into.”

There have been many times when I have gone to talk to a prospect and did not even open my presentation book, just sat down and spoke to them, then invited them to a formal business presentation. Actually this is how I presented the business to one of the best leaders in my organization. If you find out what their problem is, you can offer a solution. There will be enough time to show them the plan later. Listen first. Talk to them first. Find out what their wants and needs are first. Find out how your business can fit their needs.

How do you know what their problem is if you don’t listen? If you are to busy talking you don’t have enough time to listen. Your plan and products as good as they are, they are really not that important for the sale.

Ask questions.- if they have looked for a business and you want to avoid the objection of “I don’t have the money” you can ask an open-ended indirect question like. Would you mind sharing with me about what kind of budget you had in mind? Although this question can be a yes or no question, a “no” answer would really disqualify them. A yes answer would follow with the actually budget. Some other great questions that might fit into your interview process are;

Why would you like to make more money? What prompted you to give us a call? Approximately how much money would make a difference in your life? How do you see a business changing your financial situation?

Build curiosity- When asking questions you also want to build curiosity. The curiosity is to get them interested in finding more. You want their brain having unanswered questions at this point. It’s kind of like a drug. Hollywood does this all the time. When you are left at the end of a season with unanswered questions that you just have to know the answers too. The way they will get those answers is to take a look at the business plan.

No one has been sold on a Presentation alone- This is especially true when presenting the business with a company video. It would be nice if we could just pop a video in the DVD or blue ray player and have it do all the work for us. But it is actually a process. I am not saying that you can show your business plan that way. It is just not the process. The video can not listen. You need to establish a dialog the video is just to show them what they are getting into.

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