Learning how to use questions effectively is on of the most valuable skills you can learn to help build your Network Marketing and MLM business. Unfortunately, many Network Marketers and MLM Distributors are taught to use questions in a way that's highly manipulative. An example of a manipulative question is the "Alternate Close". I'm sure you're familiar with this. It's where you ask someone a question with two or more alternatives, each of which is an answer that you want to hear. For example, at the close of a presentation you might ask the person you're speaking with "So, do you want to start at the basic level or at the professional level?" Personally, I hate being asked these sort of questions. However, they can appear to be effective. At least in the short term. But there's a big problem. Let me explain Manipulative Questions Only Work Short Term Manipulative questions can be very powerful. They are used to externally motivate someone into action. However, the end result is usually one of later regrets. And thats the Achilles Heel of these types of questions. External motivation is used. The question is, can you externally motivate people? The answer is "Yes" you can; however it tends to wear off very quickly. It lends credence to the saying: "A man convinced against his will is of the same opinion still." The reason is that if you use manipulative questions, whose answers are you likely to receive? Yours or the person you're talking with? Yours mostly! And, while you can make people temporarily motivated to do something, what can happen after a short while? They stop being motivated. They stop doing what they agreed to do. This later regret is a psychological behavior called buyers remorse and you might see evidence of this in your downline where your distributors dont stay on the product or dont stay the course in your team. This is because they came on board for the wrong reasons. Your reasons, not theirs! It's important to understand that any form of manipulation, whether you're doing it for you or doing it for them, is manipulation. People sense this and will only enter into an agreement reluctantly. Companies and advertising agencies put an amazing amount of energy and money towards keeping buyers remorse to the minimum. For example, take those dazzling advertisements in magazines that advertise expensive cars. They are geared just as much to reassure the purchaser after the sale has been made, as they are to attract new buyers. Have you ever noticed being drawn to certain ads after youve made an expensive purchase to reassure yourself that you made the right decision? Manipulative questions can conflict with the souls of others. People know, even though they allow themselves to be drawn in. You might have had manipulative questions used on you. If you have, how did it make you feel? Probably not so good, and you probably dont feel inclined to do this to others! Manipulative questions will get the answers you want, but will they get the answers you need? Better Questions That Achieve Lasting Results When I refer to "questions", I'm not referring to questions that are designed to get people to say what you want them to say. The questions I'm referring to are principled questions intended to bring out each persons inner and external truth and values. It's them talking about them, to you. After all, who has the history of what is, and has been, going on in their life? They do! Your potential partner and you each bring a key thing to the communication process. On one hand, your potential clients have their history and know their needs. They have the answers. You, on the other hand, know the potential of your business opportunity to recognize whether specific aspects of it are going to work for them, and to be able to explain them in a way that makes complete sense. So all you need are the right questions and to know when to ask them. Your questions help people open their minds. Questions involve people. They allow people to think about their lives, themselves and their problems. Remember, the person you're speaking with has a problem they'd like to solve. Your job is to find out what the problem is, if you can help them and if they're prepared to do something about their problem. You do this by asking questions. For example, if you're calling a lead you can start the conversation by asking Before I get into what Ive got, perhaps you can tell me a little about you and what youre looking for. For example, are you presently working? The answer to a question like this can give you enough material to converse on for several minutes of meaningful relationship building conversation. You then follow on by asking questions to explore further the answers people give you. And when you get to the point where they decide to join you, they'll be doing so for the right reasons. As a result, you'll have an active and committed team. Your Network Marketing and MLM business will grow faster because you won't have to deal with high attrition and unmotivated distributors. So, use questions wisely and you'll reap the benefits. |
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