Prospects will tell us a lot if we remain silent. They reveal themselves to us and the quieter we become the more they tell us!
People want to talk but they want to talk about themselves. When we talk, they feel we are stealing their thunder. We are putting them second place.
Network Marketers need to be active listeners. When we stop listening, so does your conversation partner. The quieter we become the more we can hear.
The best advice? Don’t talk.
Here is a tip to stop talking. Get seated with your prospect. Make a fist and place it underneath your jaw and press up. The minute you feel you are about to talk, press harder.
Blue personalities and red personalities are the hardest people to stop talking and to listen. But the harder they press upward, the more they can hear.
Yellow personalities and green personalities are more into not talking and into listening. It is easier for them.
The quieter we become the more we can hear about our prospects’ problems. When we know the problems, we can offer a solution to fix their problems.
When the prospect has run out of things to say, ask them, “Is there anything else?” And when they stop talking about all their problems, we can ask them, “Would you like to do something about it?”
If our prospects don’t want to fix their problems, we can’t help them. If our prospects want to fix their problems, we can offer benefits to solve their problems.
So our prospects stop talking about all their problems. We ask them, “Would you like to fix their problems?” And our prospects answer, ‘Yes.” What do we say next?
Pick out the worst of the list of problems our prospect reveals to us. Then add the magic phrase, “Well, I show people how to…”
Our coworker tells us they hate working shifts at odd hours. We ask them, “Would you like to do something about it?” Our prospect says, “Yes.” Then we say,
— “Well, I show people how to work two-day weeks at their own hours and get paid for five-day weeks. If you’d ever like to know how, I’ll be glad to show you.”
Our single working mom tells us they hate spending time away from their kids. We ask her, “Would you like to do something about it?” The mother says, “Yes.” Then we say,
— “Well, I show single working moms how to stay home with their children and get paid big bucks for it every day. If you’d ever like to know how, I’ll be glad to show you.”
Our college student complains about graduating to work at an entry level position with $60,000 in student loan debt. We ask the college student, “Would you like to do something about it?” Our college student says, “Yes.” Then we say,
— “Well, I show college students how to retire at full-pay before they gradate with zero debt. If you’d ever like to know how, I’ll be glad to show you.”
We listened and found problems. We asked them if they’d like to fix their problems. We offered them an easy option to fix the problem. Our prospects have turned from cold to hot.
The quieter we become the more we can hear. And the more we hear about the prospects’ problems, the better it is for us.
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