MLM Training - Why Training is the Key to Network Marketing Success
Qualifying prospects is all about getting as much information as you can, finding out what they know, what they believe, and what they don't know.
How you achieve that is by asking open questions, questions that need more than a yes / no answer and by seeking clarification at every opportunity.
For example, let's say they ask the question "Is this network marketing?" or "Is this multilevel marketing?" Notice how their question is a closed question deserving no more than a yes or a no answer.
However, answering in that way at this time is not going to really help them and it's certainly not going to help you.
You could say -- "Could you please do me a favor and clarify what you mean by MLM or network marketing?" What you're trying to get here is even more information about what they know.
And then once they've said some things, you follow on with, "Do you have personal experience with this or is this something that you've heard?" Now you don't have to ask that question if the person has said, "Well, I was in network marketing before.
" Now you are building both rapport and a clear picture of their experience and knowledge of an MLM business.
The first thing that you have to get down to is did this happen to your prospect or to somebody else? Once you get that, try as much as you can to have them tell you what went on.
The more that they tell you, the clearer everything becomes.
Then just ask the question, "Does network marketing work? Not for you, not for me, not for anybody you know, just does it as an industry work?" That's the question that I recommend that you ask and this is a critical point.
You're in essence qualifying whether or not you're going to continue on with the conversation.
If they say it absolutely does not work, then that's where I normally question myself whether or not this prospect's worth the effort.
But if they make an excuse, that's different.
Excuses can be explored and worked on.
Let's see if you can recognize something here.
These prospects may have failed at the industry and they can't take responsibility themselves for it and so they're going to have to put that responsibility on to something or someone else.
It's not unusual for them to place the onus for their failure on their upline, on their sponsor or mentor, on the company, and let's not forget, on the compensation plan.
And so what you're going to have to do is be the person that helps facilitate them to move forward and take renewed action without blaming or apprehension.
If they say, "You know what, it was all me.
I just didn't work it.
" That's a great prospect.
Keep on working with that person for sure.
But once you get them to start naming what it was, why they think they were less than successful, that is your clue to start talking about the true value of training.
The really important part is that you must get your prospect to see how this time doing network marketing is going to be different than the last time or times they did multi level marketing in the past.
That's the place you both need to arrive at.
If you don't get there, then you're probably not going to have an opportunity to work with that person because number one, that is the reason.
I don't care what the excuse is, a lack of training is the reason that they failed.
Now you might say well, the person's company went out of business.
All right, very good, then what we first need to train this person on is how to select a company because they obviously selected the wrong company.
Do you get what I'm saying? It always comes back to training.
And then what you've got to do is basically explain to them and show them how this time training is different.
This time they will succeed with your help.
So anyway what I'm trying to say to you is that in terms of getting people across this big divide between "I've done networking marketing before and I failed at it" and "I don't really want anything to do with it.
" The only way that you're going to transition them across that is with training.