How To Make Your Prospect Listen
Have you ever been so excited about something that you want to tell the world?
Many times we learn something new about our company or a new benefit about your product. Maybe we go to a company convention and we hear an inspiring testimonial or that there is change in the compensation plan. We want to tell the everybody but no one wants to listen.
We talk to our friends and family, letting them know why we are excited. They have been saying “yes”, “wow” and nodding their head. But after a while, you can see that they are actually bored. They have been acting polite but they really have no interest in what you have been saying. They have tuned out.
How can you change your language so that they are interested and that they want to listen?
Focus On Them
I remember we had had big income earner coming in to visit our city for a big event for my network marketing company. I was fortunate enough to be the one picked to pick her up at the airport and bring her to the hotel where the event was.
We had a fabulous conversation in the car. When I dropped her off, my upline called and asked how she was doing. I told him, “She is so fascinating to talk to.” He asked, “That’s great! What did you guys talk about?” After thinking it over for a couple moments I responded by saying, “Actually… We talked about me.”
We talked about me the whole time. I learned something that has been taught to me many times in the trainings that I’ve attended.
People love to talk about themselves.
If people love to talk about themselves, then let them. Listen to their story. Dig deeper by using 5 Words That Will Make You Stand Out To Your Prospects. And while you are doing that, listen for their pains or pleasures. Those are things that they mention that give them an emotional response.
Your prospects pleasure might be that they love to spend time with their family, or that they love to eat sushi, or that they love going fishing. When you hear their pleasure steer the conversation by hitting talking about it more. And IF APPROPRIATE offer a solution. A conversation might sound something like this:
“Wow, it sounds like you are passionate about that? How often do you get to do that?”
“I don’t have enough time (or money or both)”
“If I could show you how you could have more time or money so you could (spend more time with your family) more, would you want to see how that works?”
This is when you need to bite your tongue and resist the urge to overwhelm your propsect with hype and information. You’ve got their attention, build their appetite by steering the conversation back to them and their pleasure.
“Really? How does that work?”
“If you would like I can send you an email with a link that tells you how it works. Tell me more about (your family), what do you guys like to do for fun?”
You see how that works? If you talk about them, they will stay interested.
It works just as well (actually, I think it works better) for pains. If your prospect brings up any pain, especially how they hate their boss or their job, then “rub salt in their wound” and talk about it more.
“You hate your job? Why do you stay there?”
“I need the money.”
“How much would you need to make each month in order for you to quit your job?”
“I don’t know about $4500”
“If I could show you how to make an extra $4500/month so you could quit your job and never see your boss again, would you want to see how that works?”
For those of you that read my blog post about making an irresistible offer, then the conversation and the scripts will sound very familiar.
If you can focus on your prospect and what they want, and you can find a solution for their needs, then you will keep your prospects attention.
“People don’t buy for logical reasons. They buy for emotional reasons.”~Zig Ziglar
Find out what makes your prospect emotional and you’ll be able to keep their attention. If you product/service or business can offer a solution to their problems you’ll have a better chance for success.
Create a great day!
Ever Walk Away From That “Perfect Prospect” and Wish That You Knew What To Say? Get the free audio download of “Network Marketing Questions That Work.” You’ll be able to steer the conversation and get the right prospects to chase you and WANT to know more details about your business.