Skill #5: Helping Your Prospect To Become Business Partners

In working to help a prospect make a positive decision about your opportunity, you’re going o do the same thing. But instead of asking, “What did you think?”—which leads nowhere—learn to ask questions that lead in a positive direction.

“Did it make sense to you?”
“What did you like best about what you just saw?”
“Pretty exciting, isn’t it?”
“Can you see how this could be an opportunity for you?”Of these examples, the one I use the most is, “What did you like best?” The answer to that question is almost always positive and it gives you clues as to the area in which they are most interested.Then I like to say, “Let me ask you a question. On a scale of 1 to 10, with one meaning you have zero interest and 10 being you’re ready to get started right now, where are you?” They will give you a number. And it’s usually obvious from their number that they either need more information before they will make a decision or they are leaning toward getting started now.If you feel they need more information, just guide them to the next exposure that will help them the most. But if you feel they are ready to get started, then ask a series of four questions. This “Four Question Close” has produced strong and consistent results over the course of my career. If you learn it and use it, you’ll be amazed at how many people you can help.Question #1: “Based on what you’ve just seen, if you were to get started with this company on a part-time basis, approximately how much would you need to earn per month in order to make this worth your time?” Instead of asking this question, most distributors say things like, “How would you like to make $10,000 a month?” Don’t do that. Instead of prescribing what you think they want, just ask them what it would take to make it worth their time and wait for their answer.Question #2: “Approximately how many hours could you commit each week to develop that kind of income?” Now they have to go inside their head and check their mental calendar to see how much time they would invest to get that kind of money.Question #3: “How many months would you work those kind of hours in order to develop that kind of income?” This question makes them think about their level of commitment if they want the income from question #1.Question #4: “If I could show you how to develop an income of (their answer to question #1) per month, working (their answer to question #2) hours a week over the course of (their answer to question #3) months, would you be ready to get started?” Most of the time, you’ll get a positive answer to this question. And when people say, “Sure, show me how,” you can pull out your compensation plan and sketch out a reasonable game plan to achieve their goals.There are rare occasions when people give you unrealistic numbers. They might say they want $10,000 a mont working two hours a week for one month. It doesn’t happen often, but it does happen. If you face that situation, you act as a consultant and say, “I’m sorry, but your expectations are way too high. You can get to $10,000 a month but it will take more hours and more months than you’re willing to commit. If you’re willing to change those expectations, we can talk.”If you don’t get a positive answer to the four questions, that’s okay. It just means the prospect will need to have more exposures before they’re ready. Schedule the next one and repeat this process when you’re done. This skill will take practice. But it’s a skill that will serve you for the rest of your career.If you’re tired of having too many people thinking about it and not enough taking action, this will help.

STICK TO THE BASICS

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