So many network marketers very rarely listen to their prospects and what is sad is that they are leaving money on the table. Have you ever heard that saying “Think With The End In Mind”.
So often we want to close a prospect into our network marketing and/or direct sales business that we tend not to listen to our prospects. We are so focused in the end in mind so much that we miss the clues. In this blog post you will discover the benefits of listening to your prospects.
First, you have to understand why you got into your business may not be the same reason they want to get in. My mentor says “you are already in the business, your prospect doesn’t care why you got in. It’s your job to get them into your business”. This is so important to understand when prospecting. Below you will find key strategies to listen better to your prospects.
INTERRUPTING: So many business owners do this and to be Blunt, IT’S ANNOYING! The worst thing you can do when speaking to your prospect is to constantly interrupt them. It’s amazing how these same people then wonder why they can’t sponsor anyone into their business. The easiest way to discover if you are talking too much to your prospect if you only hear yourself in the conversation. The best thing to do is learn to “SHUT UP”, now I hope I didn’t offend you but consider this tough love. Remember, the clues are on the other side of the phone if you just Listen.
THINKING OF THE NEXT QUESTION: Oooooo boy, this is a big mistake that I see a lot. If you are thinking of the next question as your prospect is speaking, you are not listening. My mentor says “after asking your question to your prospect and they finish responding count to 3, then move on to the next question”. This is huge, manage this strategy right and you will see a big difference in your response rate. As I said earlier you want to hear your prospect more than you hear yourself.
CHANGING THE SUBJECT: This is a funny one that I get that just drives me nuts. It’s RUDE to change the subject in the middle of the conversation without asking. What this indicates to your prospect is that you are not listening and you don’t care what they are talking about. You need to understand that the light needs to shine on them, not what’s the next thing I need to talk about to get my prospect to say yes or what’s next on the script. If you understand this you will keep your prospect on the phone or in person talking so that you have the ammo to ask the next question to get then to say “Yes”.
TALKING ABOUT FEATURES: I love this one because so many business owners talk about the features of their product or service that they miss the BENEFITS! My mentor says “amateurs talk about Features but successful people talk about the benefits”. You see, if I’m speaking to you about my weight loss product and I’m talking about where it’s made, what’s in it, how much of each ingredients are in my product, etc, etc. At this point I’m boring and I lost all attention from my prospect. Now I’m not saying that this is not important, but this should only be revealed if your prospect asks for it. And if they do you should have some website or second source to answer that question. When you speak benefits you start to talk about what they would have to eat to equal what’s in your weight loss product, the fact that your product may be diabetic friendly, the fact that it tastes really good, talk about it maybe a gluten free product, etc, etc. You get my point now? When you speak benefits you grab your prospects attention and get them to say “Yes” to your product. On the other hand, If you speak about features or benefits and they didn’t ask you for it, you are wasting your time and you are not listening to what they are asking for.
Now if you apply this when prospecting you will find that they will tell you how to get them into your business. If 
you ask the right questions and dig deeper and deeper and deeper into the answers to your questions they will give you the reasons why they should get into your business. By listening you will have the ability to use their own words to get them to say “Yes”.
For example, they reply to one of your questions that they need to make $1,000-$1,500 per month due to the lack of overtime that was taken away at their current job. Had you listened to that, at the end of that conversation you can say “well Bob you stated earlier that you need to make $1,000-$1,500 per month and if I can show you how to do that would you have 20 minutes to listen to me?” Then SHUT UP and Listen, let them speak! The best part is that you used their words back on them and now they know you are listening. Do this every time and you will see an increase in your sponsoring.
(If you don’t believe me just try listening more at home. Try this with your spouse, try this with your children and then tell me if it works. Yes, it works because you are going to see how everyone will want to speak with you!!)
If this post has helped you understand the value of listening to your prospects go ahead and share this with all of your friends.
George A Lugo Jr
Internet & Attraction Marketing Coach
917-603-8344
Skype: georgelugojr
P.S. Work With Me…..ViSalus Sciences……Click Here
Tags: are you listening, how to talk to your leads, mlm prospecting, mlm prospects, network marketing prospecting