With greater than 25 years in the Network Marketing world, I?ve learned a lot of things to do and not do while recruiting new associates. I?ve learned that I shouldn?t be a motor mouth and tell my prospects everything I go through in 5 minutes or until they tell me to ?shut up?. I?ve learned to stop 5 minutes before I?m done, that will leave them wanting more. I?ve learned that while I may be a good salesman, most individuals can?t persuade somebody to buy the same as I do. As a result I’ve learned to depend on plans in place, DVDs, online links, conference calls, 3 way calls and the list goes on.

Two of the most significant things I?ve learned are when to speak and when to listen. Along with that come the ?critical? questions. These two questions have saved me countless hours and have made me thousands of dollars.

In my last posting, I spelled out the one question you should never ask. ?What did you think?? I gave a list of several reasons why you should never ask this question. It?s time now to reveal the preeminent questions ever. Here goes.

?What did you like best about what you heard?? I use this question after I have had my prospect listen to either a prerecorded sizzle call or a conference call. I am looking for their hot buttons. Do they like the product or service, or do they like the income opportunity? Do they just answer with a succinct reaction or do they elaborate? If it is a concise reply, I will need to pull other information out of them. If they say they liked the product or service and then start to ?sell me? on the program, I know they are in.

On a side note, if they have just watched a video, webinar or live presentation, the question is, ?What did you like best about what you SAW?? Keep in mind that some people learn by hearing, some by seeing, some by feeling or touching. But that?s another subject matter down the road.

This leads me to my second question, ?On a scale from 1 to 10, where do you see yourself?? When I ask this question, I usually add a phrase in the middle that goes a little like this. ?On a scale from 1 to 10, one being Steve you are an idiot, never concern me again, and ten which is right there with sliced bread, where do you see yourself??

When I incorporate the expression ?Steve you are an idiot?, I generally get a humorous reaction of some sort. They normally chuckle and say, ?I would never say that?. If I recognize they like Starbucks coffee, I would put in that instead of ?sliced bread?. In other words, I attempt to be where they are and relate to them.

The whole point to this course is you want to be relatable to your prospect. This will help take their defenses down and help them to be more comfortable. When they are relaxed and better yet, laughing, I can get in their head more easily and distinguish where we are going.

Now that you know the questions, let?s look at their answers and the psychology behind this method.

With the first question, ?What did you like best…? I wait for their answer and constantly go along with them. I would like them to understand that I am on their side and that they have a partner. If they disclose they like the product, come to an agreement with them. If they say they like the wealth, once again, come to an agreement with them. It?s just that effortless.

The subsequent question is a bit more tricky. On a scale from 1 to 10, where do you see yourself? This is perhaps the most imperative question of all. This sets the arena for you on how you are going to work with someone. What do you do if they say they like the product but are only a 4 in response to the second question? They are a perfect candidate to become a preferred client. Don?t force them, a 4 is a 4 and at this point of the game, you can?t make them a 10. If they say they are an 8, then get your agreements out and get them signed up. DO NOT keep selling them. You will steer them away. They are just looking for some details and want to meet the upline, now.

Do you care if somebody is a 4 or an 8? Not really. So why is this question so crucial? It tells you how much time and effort to put into them. If they are a 4, you proceed to the client side of the opportunity. If however, they say they are a 7 or beyond, these are the persons you would like to work with to create your enterprise. This is where you spend your time and energy.

Pause and think about something. What if you don?t ask this essential question and you think they are a 4 but they are really an 8? You will possibly treat them as an afterthought and not impart to them the business building guidance they require. They will assume you just don?t care.

On the other hand, if you think they are an 8 but they are really a 4, you turn into the leading pain in the neck they have ever known. You start calling them each day, occasionally numerous times a day. You are so excited that you become obnoxious and they get to the point where they stop answering your calls. Following a few days or weeks of this, you wonder why they aren?t coming to meetings, getting on conference calls, signing up new recruits…etc. Well guess what, they were never an 8 and had no fascination in doing ?your stupid business? in the first place. You definitely didn?t ask them where they were and where they wanted to go. And who?s omission is that?

Now comes the hook for someone in the middle. What do you do when someone says they are a 6? It goes something like this. Begin by saying ?I?m so sorry, I only work with sevens and above. Given that you like what you?ve heard with reference to the product, we can get you started on that right away.? This is important for a couple of reasons. First, you want to get them started as a customer, that brings in direct revenue for you. Second, you are impressing on them that you are genuine about building your venture. It may also call to mind another question from them that goes a bit like this. ?How do I become a seven?? My comeback, ?You just did. By you asking, you are telling me that you are really more fascinated than you are letting on.?

Let?s repeat. First question: ?What did you like best about what you heard?? Second question, ?On a scale from 1 to 10, where do you see yourself?? Six and below you focus on getting them started as a customer, you may be able to change them down the road after they have confidence in the product or service. If they are a seven or above, you have genuine attraction and they are at least eager to go to the next level in gathering information.

Your job at this position is simply to sort out your prospects. Keep in mind, a five is a five, not a nine and visa versa. Don?t try to shove someone into a set box. You will regret it in the long run.

For more times and ideas on building your successful Network Marketing business, please visit my blog: www.whoisstevereed.com

Here to help others find their success in Network Marketing with simple and fundamental principles. For more ideas on successful team building, self-improvement and positive attitude, visit Network Marketing Success
See more ideas by going to Steve Reed’s success tipsblog.
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