THE TOP TEN KEY QUESTIONS TO ASK IN A RECRUITING PRESENTATION

By Hilton Johnson,
The MLM Coach (tm)
Copyright MLM University(r)
http://www.mlmu.com

Okay, so you're at the table with your prospects to give a formal presentation hoping to enroll them into your business. Here are the key questions that will give you control of your presentation while completely honoring your prospects.
1. Motivation Question
You need to know why your prospects decided to look at your program in the first place. You need to know what their hot buttons are. And, you need to know something about your prospect's world before you can present any benefits to them.
Although the Motivation Question does not usually reveal the TRUE motivations of your prospects, it is a good starting point for finding out what their real needs are. Here's the key question:
"Folks, I'm just a little curious, why did you decide to take a look at this program?"
Listen very carefully to their answer because you're going to repeat it back to them in just a minute.
2. The Permission Question
You need to ask several key questions throughout your presentation. If you start asking powerful questions without their permission, it will sound as though you're interrogating them...not a good idea.
You can easily get them to give you permission to ask your questions by simply asking permission to do so. Just ask:
"It would be helpful to me if I could understand a little more about your situation. May I ask you some questions?"They always say yes.
3. The Exploratory Question
Prospects seldom reveal their true hot buttons when you ask them a simple Motivation Question. However, if you can get them to elaborate on their answer, in the process they will usually describe their true motivations for looking at your program.
A simple Exploratory Question like this will usually do the trick:
"You said that the reason you decided to look at this program was because...(repeat what they told you). What did you mean by that?"
Tip from the Coach: Listen for them to reveal (and elaborate on) their dissatisfactions regarding their finances, their freedom and their jobs.
4. The Financial Problem Question
Financial problems are one of the big three reasons why people get into network marketing. To find out if this is a concern (motivation) of your prospect, ask this question:
"Are you completely satisfied with the amount of money you're making right now?"If they say no, ask them another Exploratory Question to get them to elaborate. Try: "Why do you say that?"
5. The Freedom Problem Question
Another reason people get into network marketing is because they don't have enough freedom. To uncover this motivation, ask this question:
"How do you feel about the amount of free time you have to do the things you'd like to do with your family?"
If they are dissatisfied, get them to elaborate by asking another Exploratory Question. Try:
"Would you explain what you mean by that please?"
6. The Job Dissatisfaction Question
The third major reason people get into network marketing is because they hate their jobs. If it's a concern of theirs, here's the question that will bring it to the surface:
"Are you totally happy with the kind of work you're doing now?"
If they say no, (well, you know what to do.) Try:
"Would you give me an example of what you mean?"
7. The Solution Question
You can get your prospects selling themselves on your business opportunity by getting them to tell you the benefits of having solutions to the problems they told you about. (Now we're getting into the heavy-duty stuff)
Playback (summarize) to your prospects the specific problems they told you about regarding their financial, freedom and job dissatisfactions and then ask this question:
"What would it mean to you and your family if you found a business opportunity that would solve all of those problems for you?"
Stand back and let them tell you about all of the wonderful things your business will do for them. (Powerful stuff, huh?)
8. The Basic Qualifying Question
This is the granddaddy of all the questions. A yes to this question and your deal is practically done. You need to ask this question just before you demonstrate your products, services and marketing plan:
"Folks, if I can demonstrate to you that my company's business opportunity will solve all of the issues you have expressed to me today, are you ready to make a serious commitment and get started?"
The odds of them saying yes to this question are extremely high and if they do, the odds of them joining your business (if you want them) are extremely high too.
9. The Specific Benefits Question
As you demonstrate the benefits of your company's products, services and compensation plan, be sure you show them how your business will solve the problems they expressed to you earlier. Then ask this question to make sure you met their needs:
"Now that I have explained the entire program to you, do you see how it will meet your needs to your satisfaction?"
10. The Test Question Close
Don't change a single word in this question. Get the husband and wife to respond separately. Look them directly in the eyes and ask:
"Mr.and Ms. _____, do you see how you will benefit by being a part of this program?"
If you have asked the other nine questions the way I taught you, they will say yes to this question too. And when they do, you simply take out your paperwork (agreement) and write them up.
Now get off your butt and go have some fun.

Hilton Johnson and his wife, Lisa, are the founders of MLM University, virtual sales training and coaching for Network Marketers Who Hate Selling (tm).
Hilton has been in direct sales for over 35 years and has been training and coaching people for over 29 years. His articles have been published and reprinted in hundreds of publications and e-zines throughout the world.
He is often referred to as the Language Coach (tm) because he teaches specific language that makes prospecting and presenting more natural and comfortable.All of Hilton's training programs are based on the principle of Network Marketing By Attraction (tm) versus persuasion or manipulation.
mailto:manipulation.hiltonjohnson@mlmu.com
http://www.mlmu.com/
(954) 491 - 8996

You can leave a response.

48 Responses to “THE TOP TEN KEY QUESTIONS TO ASK IN A RECRUITING PRESENTATION”

  1. Thanks for the article. But I have trouble closing prospects. Because if you have to close them to get them into your organizaton, you'll have to close them again every month to get them to *do* anything in your organization. Isn't it better to get people to come to *you* looking to join your opportunity? Then not only do you not have to close them to get them in, you don't have to work hard every month to get them to meet sales goals.....

    Just food for thought

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    Marla & Mike Evans
    Be a Mentor with a Servant's Heart
    Discover what really works in MLM at the MLM Discovery Central Blog
    You can succeed in MLM! Free ebook tells how!

  2. It’s a good point you have here Maria, but I think that is the purpose for the ten questions. Once you have gone threw them you don’t have to close them if you don’t want to. The decision is yours.

    If I don’t want someone on my team I will just “Gap” them (Grab A Pen). Let them check more info if they are fired up they will contact me. So GAPPING is the nicest way you can tell people you don’t want them on your team or piss off LOL… I always ask at the end of every presentation a multiple choice question that produces an answer that I want.
    For example:

    So Mr. so_and_so Are ready to join our team today or tomorrow? It hard to say no, but if they do.
    If they say no I ask why?


    If they say yes sign them up right there.


    I’m strait forward with them and tell them I have an opening in the six month from now if they want to sit down with me. That’s it. I’m booked already training people is what I tell them. I speak like this as if was true to myself and some how it ends up real for me. I do not have enough time to chase or trying to close if there in good if not “NEXT”

    So I do agree I don’t push to close. I use to do that at the beginning and I wish someone showed me not to.

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