In What Manner Discovering Need Is Critical To Closing

In What Manner Discovering Need Is Critical To Closing by Hal Neff One of the most essential elements of the sales process for a network marketer is to understand the basics of closing. Yes, there are many different approaches to this subject but some are much more effective than others. Since working effectively is most people's desire, becoming an effective closer is critical to any network marketer's career. So if this is so important, then it is important to learn which approaches are the most effective when it comes to network marketing and the building of large organizations. There is one indisputable fact. People hate being sold, but they love to buy. This is the exact opposite of that hard sell approach used to so many armature salespeople. In this approach the salesman simply tries to convince the customer of the benefits of their product or service without even knowing the customer's needs. They simply use energy and forcefulness to try to talk the customer or prospect into their product or service. This is the type of approach that most people absolutely run away from. This is the "hard sell" approach and it often times results in a one-time sale with people who won't have a long term commitment to their business. Obviously, this is not what any network marketer wants. Everyone starting a networking business wants to build long term residual income and that requires customers and distributors that will stick with you for the long term without having to replace them constantly. The answer to this area of "closing" is to discover the prospect or customers needs, wants and desires. It is only in discovering their need that you even have the right offer your business as a solution to their problem. This is accomplished through becoming an "active listener", probing to find what they want or need. Your goal is to provide a solution for that need. In order to do that you must first know what their need actually is. Probing is simply the way of asking questions to find out everything you can about your prospect. That includes why he/she left their name on your site and what they are looking for. There is a concept called FORM that stands for family, occupation, recreation and message. The message is the last part of FORM. Before you can give the message, you must information about the first three areas. It is in this discovery process that you will find their "pain" and only then should you give the message about your business as a solution. This whole process is what is known as the "art of probing". The term art suggests that this is a subtle process. This means that you will have to become an expert interviewer with your prospect. You might want to use questions that incorporate phrases like, "why", "can you clarify" and "can you elaborate". These are all probing phrases and questions which will help you discover your prospects needs, wants and desires. It is only with this understanding that you even have the right to offer your business as the solution to their problem. In conclusion, remember to focus on your prospect and while building rapport. That means the conversation should be focused on them and not you. It also means that you learn the art of listening. It is this type of approach that all the top network marketers use and perfect. Discover your prospects needs, and then help them fill their needs, wants, and desires and you will have a distributor for life. Hal Neff is an online marketing coach who regularly provides network marketing tips to his readers. Discover how you can generate targeted leads for your networking business.