How Gaining Knowledge Of Need Is Critical To Closing

How Gaining Knowledge Of Need Is Critical To Closing
by Hal Neff

Understanding closing is critical if you are to become a successful network marketer. While there are many different approaches to closing, some are more effective than others. So the best thing is to learn an approach that is effective and will accomplish your goal to build a network marketing organization.

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.

People hate this type of "hard sell". If you do end up getting the sale, it will probably only be a one-time sale or they may even return the kit. This is obviously not what you want. If you are building a network marketing business, you want long term customers and distributors. What you don't want is a business that is built on quicksand. In that type of business you are constantly replacing customers and distributors and you never build effective momentum that will help you create that residual income you are looking for.

So what is the answer? It lies in discovering the prospects needs and wants. Only when you find out what your prospect needs and wants should you even consider offering your business as a solution. To discover the needs in your prospects life, you will have to become a good interviewer and listener. Through probing your prospect, you can find out what that "pain" or "need" in their life is.

This is accomplished by the discipline of asking your prospect questions. Find out about what is causing the "pain" in their lives. Use the concept of FORM. This anachronism stands for family, occupation, recreation and message. You don't give the message until you have an understanding of the first three. It is in one of those areas that you will most certainly find their "pain".

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.

So finally, always remember the focus must continually be on your prospect and not you. This suggests that the conversation must be about them. To accomplish this, you will need to develop good listening skills through the art of listening. Every top network marketer uses this approach. Use this approach as well, and you too will build a massive networking organization. 

Discover some awesome network marketing tips today.  Learn how to generate unlimited leads to your site.