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The One Who Asks The Best Questions WinsTips from an expert network marketer
by Dave Klaybor
Did you ever wonder why our bodies were designed with two ears and
one mouth...? That was God's plan to urge us to listen twice as much
as we talk! This is especially true for networks. But how do we shut
up and listen more? You will be amazed that it's as easy as learning
Have you ever wondered why some distributors earn $300/month, while other distributors earn $5,000 to $50,000+ each month? One of the main reasons, is the leaders' abilities to uncover, discover, and find out how each prospect needs to be sold. They do this by communicating more effectively than other (less-productive) distributors do with the clients they engage.
One-way communication is called preaching, this is done using declarative sentences. Leaders do not "brain dump" everything they know about their company to each prospect, hoping that something they say will get through to the prospect. Through their masterful use of questions, MLM super-stars find out what their client needs and offers a solution. The use of Questions is the method they use to maneuver the conversation into a two-way interactive communication cycle. Like the statement: "You can not control the direction of the wind, but you can control the set of the sail."
Questions are the sails a professional networker uses to navigate the
rough seas of retailing and recruiting.
These are common thoughts if you are participating in a competition
or in battle. And, doesn't building an in-home business oftentimes seem
like a bit of a battle?
How do they do it? By asking the right questions! Therefore wouldn't you conclude that there is a substantial amount of power to be gained if you learned the art of asking the right questions?
Now you can see why it is so vital for you to read this article and
pass it on to everyone in your group.
He or she who asks the best questions wins!
Life is a matter of choices. We make life changing choices thousands of times a day. In fact, we are the embodiment of what we have decided to do up until now in our lives, aren't we? (That was a question, wasn't it?)
Every time a person asks us something, we have to re-think a thought
we've already processed before. That means we have to internalize the
matter and make a choice on what action to take. This is how we will
decide how to respond to the question. This rather "deep"
process is what makes or breaks a sales encounter. It is your job to
ask your prospect the proper questions that will enable you to solve
a problem or need that your potential client wants taken care of. Doctors
and detectives ask probing questions to resolve the matters at hand.
You to must also learn to again become a "master questioner,"
like you were when you were a child.
If you think back on some of the best conversations you've had with
another person in business, the conversation just seemed to "flow,"
didn't it? Sometime we think we got lucky and found a prospect that
we ended up "hitting it off well" with. Maybe we just felt
that the other person was "into" the topic of conversation.
I suggest that if you played back the video or audio tapes of that interaction
with that person you talked so well with in your mind, you would find
out that you and the other person bombarded each other with meaningful
If you don't want to go out and buy a book or tape series on this topic, you are going to have to become proficient at observing other use questions in daily conversations. It's like when you buy a particular make/model of automobile and start seeing lots of them on the road driving past that you never noticed before. Once you become aware of the power of good questioning, you'll start to notice just how many questions people are asking one another in normal conversations. You'll also notice that some people never use questions. They use declarative sentence after sentence after sentence, telling people what they want to tell them and not necessarily "sharing" any substantial message.
You must keep a special notepad or place in your dayplanner where you keep track of all the great questions you hear. You must write them down immediately or you'll forget them. Next, it is critical that you keep these questions somewhere so you can use them during your conversations with people.
This will require the development of some kind of "delivery mechanism,"
some little sheet of paper somewhere so you can see them and your prospect
doesn't know your glancing at them from time to time. Your only other
course of action would be for you to role play, study, and memorize
some of these superior questions, but I do not think many of you are
ready to undertake this method of data installation.
For example, the F.O.R.M. Rule (Family Occupation Recreation Message) was designed as a tool to remind network distributors to initiate a conversation with a prospect during the initial rapport-building phase. This is where you might ask prospects about their families, or about their jobs, or about some local sports event that was on television the night before. The purpose of this line of questioning is to get a normally shy distributor opening up to another person just to initiate some level of conversation. The distributor's mission is to build some level of rapport and then deliver a soft message about your company's products or opportunity.
Here's an example of how your line of questioning might take place
during the "message stage." Embellish as you say something
"Would Tuesday, Thursday, or Saturday be a good time for me to introduce you to my business partners?"
"Would 6 p.m. or 6:30 work best?"
Tell them that you have joined a group of exceptional leaders who, like them, get together to work on designing a quality lifestyle through financial independence. There's much more to add to this sequence, but for the purposes of this article, we're focusing in on the power of questions and how questions enable you, the distributor, to communicate more effectively with your prospects.
Once you know how to extrapolate information from your potential clients,
you will have the power and the control you need to lead your prospects
into an "informed decision." And with a little luck, you've
made a great impression on your prospect, and they'll decide to take
action and move forward to buy your products or services. They may even
join you in marketing your business opportunity to others.
Use these questions and thousands of other great ones to reach all your goals, dreams and aspirations. If you ask good questions, you could very possibly sponsor 10 new people in 10 days, couldn't you?
I'm sure by now you have clearly understood the benefits of learning a few good questions to use during your business activities. I am not suggesting that you learn 100 of them, but don't you think you need to learn at least a handful sometime soon? Get together with another person who shares your dream of becoming successful in network marketing and ask them to work with you using the "buddy system"You both agree to be mutually responsible and hold the other accountable to learn a few of these questions each month. It's not hard at all. It's just a matter of having someone push, prod, and force you into learning some of the questions listed above.
Remember, you must continuously invest in your career. Doctors do, mechanics do, every professional does. Why would you think a network marketing professional would be an exception? Some distributors spend more money improving the outside of their heads than they do improving the inside. Make it a goal to attend seminars put on by the leaders of this industry whether they're with your company or not.
Genius is genius. Expand your mind, and when you're asking someone
to autograph the book you just bought from them, be sure to tell them
that I sent you.
Good Luck and God Bless.
About Captain Dave: David Klaybor has dedicated his life to teaching. He started at age 18 as a flight instructor and has since established himself as the world's expert at MLM time and event management systems. His company, PowerLine Systems, is a generic training and consulting firm. David is the author of several books on marketing and has designed the most unique business planner tailored exclusively of MLM career professionals. He's worked with thousands of distributors representing hundreds of companies in 12 countries. David's unique teaching technologies have earned him feature articles in countless business publications. Mr. Klaybor will analyze your operation and give you real solutions to your problems. David has shared the platform with most of the greatest leaders in the industry. Mr. Klaybor was honored to be included by his peers at many powerful industry events.