NetworkMarketingUncut.com

The Lost Art of Probing Questions

By David Gignilliat

“Yes, yes, yes.  Oh god yes.”

The ultimate goal of any sales process is to get your prospect to say every network marketer’s favorite three-letter word — yes.  Conventional mlm sales wisdom would tell you that the best way to get the yes and gain commitment would be to get several smaller yes-es along the way.

Something like this, for example …

Does this make sense to you, Mr. Network Marketing customer?  Yes.  Do you understand how this product could benefit you?  Yes.  If I were to put together a program that made sense, that fit within your financial constraints, would this be something you would take action on?  Yes.  Can we get started today?  Yes.  Sign here.  Press hard.  There are six copies.

But remember, conventional wisdom is only wise when your customer responds conventionally and says yes. what do you do when your customer says maybe?  Or I don’t  know?  Or the dreaded no?

If you’re not prepared, a strict yes-no questioning approach will quickly short-circuit many potential sales opportunities.  Instead of being just a yes man, resolve to add the probing question to your mlm repertoire.

What exactly is a probing question?  In a sales-related sense, a probe is any question that elicits additional information from your client.  It is the exact opposite of a yes-no question.

The art of effective probing is all about dropping the “me-first-I-already-know-what-you-want” bravado that dominates sales, … and simply trying to get to know your customer better.  Like you would with a new friend.  Or with a first date.

Imagine you’re meeting a sales prospect for the first time.  What would you want to know about this person?  And how would you ask it?  Ideally, a good probing question should make your prospect think twice before they speak.

And forget for a second the part of your training that says you should get as many small “yes”-es as possible.  What, exactly, does a little “yes” do for you as a salesperson?  Sure, it may give you a measure of confidence in the short term, but does it help you to get to know your prospect any better?  Or cultivate a potential long-term relationship that goes beyond just the initial sale?

By the end of the process, you should feel like you know your prospect better than before.  And your prospect should learn more about you by the end of the process too.

Probe with purpose.  Know where you’re going with a questions. A customer must feel like you are asking a question for a reason, … That you have a goal in mind when you are asking a question.  You are trying to help a person make an informed decision instead of making the decision for them in advance.

But be careful not to probe too aggressively.  This is not Law and Order and you are not Jack McCoy cross-examining someone on the witness stand. Use your best judgment to decide when it is appropriate to move away from probing to a different line questioning.

Probes come in all shapes and sizes.  Here are a few examples:

·        Probe for clarification: What exactly …What specifically …

·        Probe for purpose: Why did you …, What was your rationale for …

·        Probe for relevance: How is this related …

·        Probe for examples:  Describe a time …, Give me an example of …

·        Probe for extension: Tell me more …

·        Probe for evaluation: What are the strengths and weaknesses …,

·        Probe for emotion: And how did you feel when …

So, Mr. Network Marketer, what did you enjoy most about this article?

…Excellent …

Have it Your Way …

By David Gignilliat,

Imagine a pitcher that throws the same pitch to every batter. Or a fast-food restaurant that only serves hamburgers one way. Or a doctor that gives the same diagnosis for every patient. For the longest time, this is the way sales used to be. Since the days of door-to-door salesman and the Sears-Roebuck catalog, a one-size-fits-all, product-centric approach has dominated network marketing.

(Cue Wayback Machine, dream sequence)

… Here is my product (aka business opportunity for you MLMers). I love it. I think about it all the time. I live, breathe and sleep my product. I can rapid-fire its features and benefits to you in a matter of seconds. I will find as many people as possible to buy this product. And as quickly as possible. I will convince you, the buyer, that you need this product. I will remind you that countless others in the past have enjoyed it too. Without understanding your financial situation or your hopes and dreams, I know what’s best for you. Intuitively. And, it is this product. I would like you to buy this product. Right now, preferably. If you object, I will hurdle over your concerns and overcome your objections with extreme prejudice. And with a smile. Please sign here. And here. And here. Initial here. Press hard. Yes, there are six copies. And please give me the names and numbers of people I can sell this same product to. Next. Lather. Rinse. Repeat. Here is my product. I love it. I think about it …

(End Wayback Machine, dream sequence)

Over the last few decades, as technology evolved and the information gap between sellers and buyers shrunk, consumers have come to expect more from the people who sell them products and services. Is this product best for me? Does it fit my specific needs? Can I afford it? Why this product? And, for a while, many multi-level marketers struggled with this resistance from a client base armed with knowledge and increased expectations. Then along came consultative selling.

What, exactly, is consultative selling?

For those of you looking for a better way to prospect and talk to people, you can stop bowing your heads — it’s the answer to all your prayers. Instead of product, product, product, it is need, need, need. The goal of the consultative sales process is to learn about a client’s situation and objectives first, secure agreement that a need should be addressed second, and then provide a customized solution third. In short, it is about putting the customer’s needs first. Effective listening skills, data gathering and the ability to create a dialogue with a prospect are all essential to the successful consultative seller. The consultative seller knows in his heart that sales and client relationships are not one-night stands, but rather the beginning of a beautiful relationship. One that needs to be both cultivated and cherished.

Does this mean that internet marketers no longer need to be product savvy? Of course not. It does, however, suggest that a successful salesperson must be aware of a much bigger picture. Instead of the product always being the Excalibur of the sales process, it is part of a larger and more comprehensive tailor-made plan. If you can understand the virtues of this type of approach, your clients will be happy, … and your wallet will be too.