Let me ask you a question.
Do you feel anxious, uncertain, or even avoid prospecting calls because you are not sure what you are supposed to say?
If so, I have bad news.
You’ll never become successful as a network marketer or salesperson if you don’t master the skills of prospecting…
That’s why I am going to teach you how to prospect like a pro.
Let’s start by addressing one of the biggest misconceptions about sales. When you are prospecting… you ARE trying to sell them.
BUT… you aren’t trying to trick someone into starting in your business or to buy something from you. You ARE NOT attempting to force a sale.
A professional learns to sort… not sell. This is the art of qualifying your buyer.
It’s an interview process. You are seeking qualified individuals…people that are self-starters, self-motivated, entrepreneurial, coachable, and understand the value of investing in an opportunity to change the quality of their life.
Your goal is to collect a decision and move on. The questions you ask will assist you to determine if your time is worth spending with the prospect.
Focus on qualifying them for your time, products, services, or business opportunity.
Prospecting IS NOT about telling.
It’s about asking and qualifying your buyer.
Have I said it enough? It’s about QUALIFYING YOUR BUYER!
Let move on and define what qualifying looks like.
The Interview Process
It may feel counterintuitive but your main task is to ask questions and listen. Your prospect should be doing 80% of the talking.
To succeed in sales, you must ask great questions… so I’m going to give you categories of questions to ask.
These questions will assist you to uncover if you have a prospect that is serious or only curious. The questions you ask will allow you to uncover the challenges or problems your he or she has so that you can offer them a solution.
A WORD OF CAUTION…
Don’t ask every single one of the questions I am providing and don’t rapid fire them at your prospect. This should be a relaxed interview. Adapt and adjust to the flow of the conversation.
Your goal is to relax into a prospecting flow.
Business Opportunity Questions
1. Ask Career Questions
- What do you do for a career?
- How long have you been doing that?
- Is that a good career for you?
- What else have you done for a career in the past?
2. Ask About Their WHY?
- Why do you want to own a business?
- What has you in a position you are seeking a business opportunity?
- What’s important to you when you are looking at a business opportunity?
- How long have you been looking for an opportunity?
- Have you found anything that has appealed to you?
3. Ask About Business Experience
- Have you ever owned a business before?
- Was it successful? Why or why not?
4. Ask Income Questions
- How much income are you accustomed to creating in a calendar month or year?
- How much income are you seeking to create in the next calendar year?
- How much income would allow you to live a good life?
5. Ask About Commitment Level
- How much time per week are you committed to devote to your new business?
- Have you set aside capital to start your business?
- Are you able to invest $$$-$$$$ if you found the ideal business opportunity?
- How serious are you about starting a business in the next 30-60 day?
- Does your spouse/significant other support your decision to start a business?
- Are you coachable?
- Would you be able to review a presentation in the next 24-48 hours?
Product Or Service Questions
1. Uncover The Problem
- What has you seeking a solution for (product/service)?
- Have you ever owned or used this type of product/service before?
- How long have you been searching?
- Have you ever tried to improve your current situation before?
- Was it successful? Why or why not?
- Why do you want to improve the quality of your_________?
- What’s important to you when you are looking for this type of product/service?
- Why would you want to purchase a product/service like this?
2. Ask About Commitment Level
- How serious are you? About changing the quality of your health, skin, hair… About reducing your electric bill, buying a new home, purchasing a new vehicle?
- Have you set aside capital to invest in this product/service?
- Are you able to invest $$$-$$$$ if you found the ideal product/service?
- Are you ready to purchase today?
- Does your spouse/significant other support your decision to purchase?
Do you feel you’ve received enough information to get started/to purchase?
The skills of a prospecting start with your ability to ask questions… that’s 5-15 words that end in a question mark. Throughout the conversation, you will be rapport building, fact-finding, and uncovering the problem so that you can offer a solution.
Your questions will assist you to find out if you have a qualified or non-qualified buyer.
Prospecting is learning to paint the picture by the questions you ask. There is no trickery, begging, or convincing. Your goal is to ask questions and allow the prospects to sell themselves… to see the value… to see themselves solving their problem with your solution.
And you do this in a relaxed interview… a relaxed conversation.
The better you become at qualifying your buyers, the better you will become at mastering the art of prospecting!
Want to hear a PRO make live prospecting calls? Check out CONFUSED ABOUT PROSPECTING? LEARN HOW A MASTER PROSPECTOR CRUSHES NETWORK MARKETING