Network Marketing Tips: How to Eliminate Rejection from the Sales Process
In network marketing, the sales process is much the same as when a physician “interviews” his/her patients to determine first if a problem exists and then to devise a solution. As a professional network marketer, it is your job to discover needs and introduce solutions to your prospects. These steps will virtually eliminate rejection, due to the fact that you NEVER mention your company, products and services unless you first determine a need exists.
- Ask Open Ended Questions – These may be familiar to management students as the planning formula and begin with: Who, What, Where, Why, How, and Who. Find out as much as you can about your prospects’ background in order to get to know them and to uncover if a need exists.
- Use Sales Transition Questions – Once you have sufficient background information, and a need is uncovered, use questions such as “A lot of people are turning to the Internet to earn extra income; have you ever considered anything like this?”
- Closing the Sale – Use company or upline provided “tools” to introduce your company, product or service, e.g., website, online video presentation, online conference call, etc. You don’t want to start selling; rather let the proven company tools do the work, so that the process is completely duplicatable on your team.
- Set a Follow-up Appointment – When introducing the prospect to your company information, set a specific time to follow-up.
- When following up, assume the sale.
Here are 5 questions to ask when following up at the appointed time:
- What did you like about the business?
- Do you have any questions?
- Do you understand how you make money?
- Do you see an opportunity for yourself in XYZ company?
- When would you like to get started?
Don’t speak first after asking questions 4 and 5. If you speak first, you won’t close the sale. After they’ve seen it, it is your job to help them see if it is for them or not. You’re not in the convincing business; just sorting. Help them with the ROI, e.g., how many people will they have to bring in in order to break even. Once they’ve reached this, what will they earn if they continue to bring in this number of people consistently?
The network marketing process can be rejection free, if you follow this simple formula. But it takes practice, since this won’t come naturally for most people. Expect to put some work into your business and it will pay you at the level you expect and want.