You're sitting at the table with your prospects, about to give a formal presentation. What are the key questions that will give you control of your presentation while completely honoring your prospects?
1. The Motivation Question
You need to know why your prospects decided to look at your program in the first place. You need to know what their hot buttons are. And you need to know something about your prospects' world before you can present any benefits to them.
Although the Motivation Question does not necessarily (or even usually) reveal your prospects' true motivations, it's nevertheless a good starting point towards finding out what their real needs are. Here's the question:
"Folks, I'm just a little curious, why did you decide to take a look at this program?"
Listen very carefully to their answer--because in just a minute, you're going to repeat it back to them!
2. The Permission Question
You need to ask several key questions throughout your presentation. If you start asking powerful questions without their permission, it will sound as though you're interrogating them--not a good idea. You can easily get their permission to ask your questions. How? Simply by asking permission to do so.
"It would be helpful to me if I could understand a little more about your situation. May I ask you some questions?"
They always say yes.
3. The Exploratory Question
Prospects seldom reveal their true hot buttons when you ask them a simple Motivation Question. However, if you invite them to elaborate on their answer, they will usually describe their true motivations for looking at your program in the process.
A simple Exploratory Question like this will usually do it:
"You said that the reason you decided to look at this program was because... (repeat back what they told you). What did you mean by that?"
A coaching tip: Listen for them to reveal (and even elaborate on) their dissatisfactions regarding their finances, their freedom and their jobs.
4. The Financial Problem Question
Financial problems are one of the big three reasons people get into network marketing. To find out if this is a concern (motivation) of these particular prospects, ask this question:
"Are you completely satisfied with the amount of money you're making right now?"
If they say no, ask them another Exploratory Question to invite them to elaborate, such as, "Why do you say that?" or "How so?"
5. The Freedom Problem Question
Another reason people get into network marketing is that they don't have enough freedom. To uncover this motivation, ask this question:
"How do you feel about the amount of free time you have to do the things you'd like to do with your family?"
If they are dissatisfied, invite them to elaborate by asking another Exploratory Question. "Would you explain what you mean by that, please?"
6. The Job Dissatisfaction Question
The third major reason people get into network marketing is that they hate their jobs. If this is a concern of theirs, here's the question that will bring it to the surface:
"Are you totally happy with the kind of work you're doing now?"
If they say no...well, you know what to do! "Would you give me an example of what you mean?"
7. The Solution Question
You can have your prospects selling themselves on your business opportunity by inviting them to tell you the benefits of having solutions to the problems they told you about. (Now we're getting into the heavy-duty stuff!)
Play back (summarize) to your prospects the specific problems they told you about regarding their financial, freedom and job dissatisfactions; then ask this question:
"What would it mean to you and your family if you found a business opportunity that would solve all of those problems for you?"
Stand back and let them tell you about all of the wonderful things your business will do for them. Powerful stuff!
8. The Basic Qualifying Question
This is the granddaddy of all the questions. Hear a "yes" to this question, and your work is practically done. You need to ask this question just before you demonstrate your products, services and marketing plan:
"Folks, if I can demonstrate to you that my company's business opportunity will solve all of the issues you have expressed to me today, are you ready to make a serious commitment and get started?"
The odds of them saying yes to this question are quite high; if they do, the odds of them joining your business (if you want them) are also quite high.
9. The Specific Benefits Question
As you demonstrate the benefits of your company's products, services and compensation plan, be sure you show them how your business will solve the specific problems they expressed to you earlier. Then ask this question to make sure you met their needs:
"Now that I've explained the entire program to you, do you see how it will meet your needs to your satisfaction?"
10. The Test Question Close
Don't change a single word in this question. If this is a couple you're speaking with, have the husband and wife respond separately. Look them directly in the eyes and ask:
"Mr. and Ms. Prospect, do you see how you will benefit by being a part of this program?"
If you have asked the other nine questions the way we've laid them out here, they will say yes to this question too.
When they do, all that's left for you to do is take out your paperwork and enroll them!
HILTON JOHNSON has been in training people in sales for three decades; he and his wife Lisa are co-founders of MLM University(R).