Ask Simple Questions First
To get people to share their problems, you need them to talk by asking easy questions. Start the conversation with questions that are easy to answer and that they will enjoy answering. After the conversation has warmed up, you can begin asking deeper questions that will reveal their true problems.
Get to Know Them, Listen and be GENUINELY Interested
So many prospectors just wait for the chance to barf all over their prospects about their opportunity – without even listening to what anyone says. This business is NOT about you. Yes, I said it. Succeeding in this business is NOT about you! Zig Ziglar said it best, “You can have everything you want in life, if you just help enough people get what they want in life.” Listen intently with your eyes, ears and heart. In doing so, you will be able to empathize with their stories – and connect even deeper. If appropriate, use follow-up questions to find out the source of their real problems.
People Communicate Through Stories
In conversations, connections aren’t made by spitting out facts. People tell stories. When you really listen to people, encourage them to expand and tell more stories. You will find clues that lead to their real problems buried within these stories.
Just because you’ve built a little rapport, doesn’t mean that you should jump right into pitching your business. Many distributors or promoters assume that they know exactly what their prospect needs. It’s only through asking questions that you can find out where their problems lie. Your opportunity isn’t for everyone, so don’t assume that it would be perfect for them. Everyone is unique.
Show Them You Were Listening
Reword their problems as you understand them. Not only does this show that you were truly listening, but it gives you a chance to share with them how another person with similar problems overcame them through your products or business opportunity. Again, by being a problem solver and helping others get what they want, you will get what you want.