Sometimes asking a direct question will get you a short answer that won’t give you much to work with or it takes time to expand on. 

So here’s a way to power up your questioning skills and get deeper and more meaningful answers… Turn some of your direct questions into Indirect Questions. 

Doing so will take you into a zone beyond the factual, who, what, why, where, when and how! 

Here are some examples:  Read More→

When I talk with Network Marketers, it’s surprising how many are reluctant to talk with friends and family about their business. 

Actually, it’s not surprising considering many of them are still trained to blurt out what they are doing to every one within “3 Feet” of them when they start. (I’ve never liked that “3 Foot” expression – it’s so demeaning and impersonal). 

The truth is, distributors don’t have a hammer and everyone is NOT a nail! 

And distributors know from intuition or experience the pain of the rejection that comes from doing that to people.  Read More→

I was browsing in a clothing retail store yesterday when the saleslady asked me “Can I ask you… what do you do?” 

I looked at her for a moment, went with the flow and replied… 

Well you know how a lot of salespeople don’t like the selling techniques they’re taught and as a result they feel awkward and even drag their feet when it comes to talking with customers…?  Read More→

As a rule of thumb, asking deep questions too soon, or without building trust first, is like ripping up money and throwing it to the wind! This is because getting too personal too quickly can put most people on the defensive. 

However, if phrased and asked correctly, there are questions you can use at the beginning of your conversation that will… 

Help the both you to very quickly reveal and discover the deeper motivations and needs of the person you’re talking with

Prevent you from assuming what the other persons needs are by allowing them to tell you first 

Stop you presenting too soon what you might think are the features and benefits of your solution by allowing the other person tell you what features are relevant and important to them Read More→

Here’s an interesting question from MBM 

“Michael – I would like to ask your advice about how to continue a dialogue with someone who tells me they don’t have a job. I have got through the conversation starter no problem.” 

First thing is not to assume that because a person doesn’t have a job that they don’t have the money or resources to start their own business. 

As a general rule: Never impose your own interpretation on anything that someone tells you! You might want to make it your regular practice to always ask for more details whenever someone says something that could have several interpretations.  Read More→

I went into the pharmacy the other day to see whether they had a nutritional supplement that would replace the one I had forgotten to bring with me. 

After narrowing it down to two brands I took the one that had the ingredients I was most familiar with. It had the highest dosage as well. 

Just to confirm I was on the right track I then deferred to a higher authority… the pharmacist… and asked his opinion. He closely scrutinized it and said “Yes that’s the best there is here but you know, it costs a lot more than the other one”!

PARDON ME?  Read More→

Have you ever thought that by using the conventional sales technique called “Overcoming objections” – 99% of the time you will go down a one way street that has a dead end with no return? 

Here is the challenge you face when you treat your potential associate’s questions, comments or concerns as objections to be overcome. You actually create resistance! And even assuming they have demonstrated some resistance in the first place – you’ll increase it! 

Why?  Read More→

Getting referrals is easy if you know how and you’ve prepared for it correctly.

For example, have you ever called a lead and they said they did not request help to start their own business? Did you leave it there or did you ask for a referral? By the way, whether they did or didn’t ask for help… it doesn’t matter… what I’m going to reveal still applies. 

Here’s what happened during a call I made this week when the person I spoke with started off by saying…  Read More→

When talking with potential customers or partners, the question of whether to lead with your products or business opportunity is sometimes a controversial one in Network Marketing. 

The Natural Selling answer is – it depends! It depends on the circumstances and the context of the conversation. It’s a bit like the rule of thumb in grammar of whether i goes before e. The answer to that is – it depends!  Read More→

Whether you’re calling leads or talking with people right across the spectrum, here’s something that might help you have a stronger grasp on some past articles I’ve written about the power and effectiveness of not rushing people “to and through your system”, and instead, having a dialogue around whether their present situation is working for them or not. 

Visualize this. Imagine there are three levels of people you will talk with; 

The person who is ready to change their present circumstances right now – they’re serious!  Read More→