Selling is nothing more than getting people moving towards you, then with you.
Direct sales is a people and relationship business. Your ability to create the success you desire will be accelerated or slowed down based on how you view people. Those who see people as a means to get what they want seldom succeed in this industry. And those who do succeed take many times longer to achieve any level of long term accomplishment.
In this industry people are not a means to an end. The products and services you offer are a way for you to provide exceptional value to your customers and associates, and in return, you get paid based on that value.
Being interested instead of interesting is the success magnet that draws people towards you. If you listen carefully to your prospects, they will tell you exactly what to say and do to get them to take action.
So how do you do that? We must learn how to get people to move Towards You, Then With You with something we call High Yielding Questions. Learn to be curious.
Six Types of High Yielding Questions:
1. Diagnostic Questions uncover your prospect’s pain points and how they are cause
- What keeps you from being able to take the dream vacation you just described?
- How frustrating is it not having a good solution for ___
2. Implication Questions help determine the effect of a customer’s pain. These questions can either focus on possible risk or possible benefit.
- How would your life be different if you found out you had health problems?
- How could your life be different if you could easily stay in touch with the people you care about?
3. Confirming Questions allow you to confirm and verify the pain, the requirements a client might have and the willingness to take action.
- So, if I understand you correctly, you need an extra $300 per month to make ends meet?
- So, if I understand you correctly, you feel taking supplements are important for overall health?
There are three more types of questions we will talk more about in the future:
4. Have you ever considered questions
5. What caused you to questions
6. What kept you from questions