Prospecting MLM – did I hear you right?

“When you focus on yourself, you increase the tension but when you focus on the other person, you decrease the tension.”

Sometimes this is easier said than done even though I’m sure most of you are familiar with Zig Ziglar’s oft quoted saying “Help enough other people to get what they want and you can have everything you want.”

The trouble is that it is easy to say these things but sometimes we fall short. I know I do which is why I often talk about this in different ways! After all we are all human. You know how it is when you have had a lean patch in your business; maybe growth has slowed right down. So someone comes along who seems like a good prospect for your opportunity and the network marketing fangs come out!

So how to get over this:

• Ask questions
• Listen
• Feedback

Your questions should simply be about them. FORM – family, occupation, recreation, money – is a good format you will all know. But sometimes this just gets facts and you need to know how people feel. So your friend (not yet a prospect) says something like;

‘I live in Boston, which is a nice place.’

Remember that there are two truths in everything. You want to find out more so you can say:

‘Would you change anything about the place /do you think you’ll stay there always?’

Maybe he is quite happy there or perhaps he would really like to move to a Caribbean island paradise home. So you are finding out what he really wants.

But feedback is important because we often hear what we think we hear, not what the other person really said. Some difference. Maybe the Caribbean island is just a joke – beware the fangs. So you can follow up:

‘So John, are you saying that you would seriously like to move to the Caribbean?’

But here’s a thing. The evaluation process is two way. He has as much right to be checking you out as you have to check him out. So don’t be afraid to talk about yourself, if he asks – as long as you don’t turn it into me, me. That makes for dialogue which is the basis of a good relationship. And a successful dialogue is one which leaves both of you feeling good. Even if you have a solution to his problem with your business opportunity, is there is a hard rule saying you have to do a presentation right then? It may take 3 days, 3 months or 3 years to reach that stage.

If you want more tips on how to develop true dialogue you might like to check out Michael Oliver’s website – naturalselling.com – he has a free 7 day ecourse and some other fantastic products. I’ve learnt a lot from him over 3 or 4 years.

I love your comments. I appreciate the great friends I am meeting here.

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Related posts:

1. Network Marketing Prospecting – tips from the top

Tagged as: Dialogue, Focus, Network Marketing, Occupation, Zig Ziglar