He/She Who Asks The Best Questions...Wins!
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 ability 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.
For a military general... a chess player... an athletic coach... or any other person
attempting to out-maneuver his opponent, he or she must ask themselves powerful questions
like: What have successful persons in my position done in the past to defeat their
adversary.... What would I do if I were them wanting to out-smart me.... How can I best
use my team's special skills against their teams unique weaknesses.... What secret tools
do I have in my arsenal that my competitor doesn't have..... What would the down-side be
if I initiated a particular maneuver.... How would my future change if we accomplished our
mission.... What would my spouse/family/parents think if I was successful and accomplished
my mission.... or, What are my liabilities if the other contender defeated me?
These are common thoughts if you're participating in a competition or in battle. But
isn't building an in-home business a bit of an up hill battle?
For a person striving to become a professional at the art of network marketing, there
are similar, yet unique considerations that need to be addressed when dealing with the
topic of asking good questions. An important goal of each distributor would be for them to
ask a series of questions designed specifically to get your prospect to tell you
everything they needed to know to "complete a business transaction" with them?
The use of questions is not magic. Master questioner's are not gifted naturals. (not
withstanding the fact that there are incredible people who are just born with special
abilities that others do not possess in all facets of life...) The fact is, asking
questions is a skill not an attribute. Attributes are almost impossible to develop if you
don't have them pre-installed at birth. If your disorganized and lazy, you are better off
making enough money to hire someone who is, than trying to kid yourself that you'll become
a changed man for the rest of your life. Skills on the other hand can be learned by anyone
who wants to apply themselves enough to master them. New habit patterns can be installed
in as little as 21 days. Luck for us, human beings, (all of us) were born with a huge
appetite for curiosity. It was God's plan for us to thirst for knowledge... it's our quest
when we are a child. That's why and how we learned as much as we did when we were kids.
It's the foundation of why we become "Street Smart, and the reason why we graduated
from the School of Hard Knocks with such good marks.
A good example would be the fact that your mother and father had a "nose" for
digging out and discovering just about everything you tried to hide from them, didn't
they? Your friends, your teachers, your co-workers could all "sniff out" the
truth about anything they wanted to find out from you, couldn't they? How do they do
it?... 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.
Do you know how to ask good questions?... you used to be a master at it when you were
young! You've gotten candy, bicycles, kisses, money, back-rubs, employment, and millions
of others things throughout your life contributed directly to your ability to ask the
right question, at the right time, and you've been able to maneuver the conversation your
way. You've also been the receiver of other people abilities to get you to do things their
way... more than not, the victorious individual was the better question asker' than the
other. He or she who asks the best questions Wins!
You've just lost your edge, that's all. It's time to sharpen your sword... it's time to
apply yourself to re-kindle that talent you used to use so well. It's time you started
working on using this tool in order to reach your network marketing goals, because time is
running out. You're getting older, and you know what they say about old dogs and new
tricks. Well, this isn't a new trick, and even though you may be becoming an older dog
each day, it's not to late for you to discover how you are going to use this article to
sponsor ten new people in the next ten days... and/or how you're going to use my message
to make $500 within the next 72 hours. Be optimistic, anything is possible.
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
network's. But how do we shut up and listen more? You will be amazed that it's as easy as
learning how to...
"Ask Powerful Questions" !
This strategy really works and will improve your business dramatically.
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
Isn't it true that children question everything they encounter? They ask
every form of how, why, when and where. If you re-kindling this old habit, you will gain
the power to lead your prospect down the win/win path to making a sale or recruiting them
into your business. Your client gets what they want, while you get what you want... and
the world is a better place for it.
Your goal is to use 3-6 declarative sentences in a row, and then inject a
question to make sure the client was listening to the sentences before! If I asked you to
chose something and make a decision... when you give me an answer... who's idea was it
now? Yours of course. Using this process, you are not trying to sell anyone something,
you're just asking what they want and you're fulfilling a need. If I have the product that
solves your problem... I've made a sale directly due to your choice.
||Questions make the conversation 2-way , rather than
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, that you would find out
that you and the other person bombarded each other with meaningful questions
Questions forge interaction and solid communication... and isn't that your
goal as a budding network professional? One goal (of many) is for you to learn to become a
Master Detective.... and then for you to each others how to become good at asking
questions too. How does a person learn how and when to ask questions? (This is a good
question, isn't it?) 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 note-pad or place in
your day-planner where you keep track of all the great questions you hear. You must right
them down immediately or else 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. I do not think many of you are ready
to undertake this method of data installation.
We all know that some people seem to be better "communicators"
than others. Teachers seem to have a knack at transferring information and re-installing
that information into a students mind. All they are doing is asking questions. What do you
think a test is anyway. It's just a method of making you install information in
preparation of taking the exam, and then measuring what got installed. If I asked you to
give a presentation on your companies product, how good of a job could you do for me? I'll
bet you hope you never get asked that question in front of a crowd.
Is there a difference between asking a "question, vs. asking a
powerful question? Absolutely. 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 a prospect about their family, or about their job, 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 companies products or opportunity. Here's an
example of how your line of questioning might take place during the "message
stage"... (more-complex m part of the "f.o.r.m. rule"). Embellish as you
say something like this:
"Now isn't the time to talk"...... (is it? is implied).
"And you may not be interested in the fascinating business I am in".... (are
you? is implied). "But I am sure you will know somebody who is interested"....
(give me a few names is implied ! )
If you have built rapport with this person before this final stage part of
the f.o.r.m. rule, this prospect will be curious to find out more about what it is that
you do. You started the conversation by setting them up with, "now isn't the time to
talk"... what would you say if some stranger you just met said this? You'd think, yes
- now probably isn't a good time to talk, fearful that they might be a con-artist. Next,
we pressed on to say, "now might not be the right time to talk"... Again
internally I've got you to say, right again Mr. Stranger. But if you've established just
an once of rapport with this person, the last statement will draw them further down the
road toward them hearing your presentation about your opportunity. Now when they ask you
what you do, this is where you default immediately into your testimonial story.
You are a paid professional story-teller... you have practiced presenting
your personal message with your upline, and you are ready to briefly and enthusiastically
share your story with this new prospect. You have already been taught that features tell
and benefits sell... so you focus on all the worthwhile benefits of your products and
business opportunity. And because you said "now isn't the time to talk"... you
respect there time and set up an appointment with your group, (in order to use the power
of the 3rd-person technique), in the near future by asking another powerful question:
"Would Tuesday, Thursday or Saturday be a good time for me to introduce you to my
business partners?" And then, "Would you like me to pick you up at 6pm or 6:30
?" 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. (or
whatever it is your client is interested in). 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.
You can look at this process as using your cunning to out-wit,
out-maneuver and in some ways to exploit, jockey, manipulate or convince other people to
do what you want them to do... but that would be a distortion of what this message is all
about. We want to be pro-active and positive about the use of asking probing questions.
We're all about helping people fill a need. In any communication sequence, one person
usually will convince the other to lean in their direction. Our jobs as distributors is to
share not convince... to share not sell... to share not tell. We need to use the power of
questions to discover the real need and wants of our prospects and to fulfill their
wishes. In so doing we get what we want.
There are thousands of above average questions you can ask someone... but
there are billions of foolish questions to ask. Here are some great questions you can use
to retail product, recruit your sales force, and train more effectively?
|- Would you get excited if...|
|- Let me ask you a question...- |
|- Doesn't it give you confidence to know... |
|- Just give me 10% of your trust and I'll earn the other 90%|
|- What is important to you about, (your job, a business opportunity, your
|- I would like to ask you a few questions and then tell you all about
your company, fair enough...|
|- Who will help you make your decision...|
|- Why don't you take the product and see for yourself... |
|- Would Tuesday, Thursday or Saturday be better for us to meet next
|- Can you see the value of...Would that be of benefit to you... |
|- Good point, that's exactly why you should do it... |
|- What kind of information are you looking for...|
|- Why wouldn't you just take action with me today...|
|- How do you know when you see a good bus. opportunity...|
|- What exactly do you mean by, I want to think it over... |
|- Do you mean not interested for now or forever, please explain...|
|- What kind of money would you like to be earning three years from now...
|- What is your plan to get yourself there...|
|- If the results indicated that an investment in our product only costs
.85 cents per day, how could you pass up this kind of value...|
|- Would you be willing to go back to school for 9 months, so you could
retire in 4 yrs. with a $56k/yr. passive income...|
|- I need you to authorize the paperwork, press hard there's three
|- Let suppose ___ is no longer a problem, would you get involved... |
|- Would you spouse enjoy hearing about that... |
|- I'm inquisitive, what makes you feel this way... |
|- Are you committed to making a serious change? When...|
|- What other options are you considering... |
|- Are you dissatisfied with your present situation... Why... |
|- Do you have any questions...|
|- How many hours a week will you devote to building your in-home
|- Did you see an opportunity with our company today... Will you be
starting f/t, p/t, or just using the products today...|
|- What will you do to improve the second half of your day... |
|- Will I share this powerful strategy with everyone in my downline...|
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
ten new people in ten 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 you dream of becoming
successful in network marketing like you do, and ask them to work with you using the
"Buddy System". You both agree to mutually be responsible to hold the other
accountable for 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. I have written another article on the Power of Accountability... Finding and
becoming a Success Coach is critical to your ultimate success in this business. Be sure to
read that article and others I have put out. 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 no matter if 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...
Write me to share the questions you have used effectively in building your
business... email me or call and leave them on
my voice mail at 714-450-3123 or 714-433-2128. I'll share them with others in subsequent
articles, books and tapes coming out in the near future.
Good Luck and God Bless..................... Dave
|David Klaybor has dedicated his life to
teaching. 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. Write to
David at 1223 Marquette Ave. South Milwaukee WI 53172.
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