If You Did Know, What Would It Be?
I liked this question from GP.
Michael, [when calling a lead] I asked a guy the question "Did he know what he was looking for in a business". He told me "no" and I didn’t know what to say after that, I got stuck.
Maybe you could help me with this one!
GP, good for you for asking the question even though you didn’t know how to follow up! And extra good for you for asking how you might follow up!
Here’s a fun response you can use…
If you did know, what would it be?
Now, this is meant to be a fun question… so keep it light hearted! It’s also a very effective and powerful question. I’m no longer surprised at how much information will flow to you and the depth of detail that can come from the answers.
Here’s why….
It’s been my experience that the first things that come out of most people’s mouths are rarely what they mean to say or ask!
If you take their first responses (or even their first questions) at face value, and not enquire further, you’re likely to lose the opportunity to find out what they are really thinking and have a fruitful dialogue.
Learn How To Give People The Time And A Chance To Open Up.
Here are a few more ways to help you do this…
Well, allow me to ask it this way…
- What prompted you to respond to the advertisement?
- What was it about the advertisement that prompted you to respond?
- What was it about the ad that caught your attention?
- How would you see having your own home based business?
- What would it mean to you to have your own home based business?
Also, make sure you add in the "magic" ingredient after the question – SILENCE!
By the way, don't think that using silence in Natural Selling is some sort of technique or manipulative. It's all part of the process of effective listening that I talk about in chapter 7 of my book "How To Sell Network Marketing Without Fear, Anxiety or Losing Your Friends!"
When you give someone the gift of listening to them, you allow them to come to their own conclusions about what's right them.
If you'd like some more examples of effective dialogues when you call leads, then you'll find my "Calling Leads" audio program very helpful. The program contains 7 role plays that cover a variety of situations that you may encounter when contacting people.
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Best Selling Author of "How
to Sell Network Marketing Without Fear, Anxiety or Losing Your
Friends!" - Selling from the Soul. Ancient Wisdoms.
Modern Practice.
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