The Most Crucial Closing Strategy: Find The Need

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Are you struggling to recruit people in your Network Marketing business?  Showing people why they should join your organization is one of the most crucial networking skills you’ll want in your arsenal. Most network marketers come across as pitchy or salesly, which is a turn-off for most people. Trying to push your product onto a prospect or using the energy of your presentation to override their concerns and objections is one the main reasons people dislike dealing with sales people.

No One Likes Being Sold!

A prospect may buy your product or service just to get you off their back, but you’ll definitely lose their respect and the chance to re-sell to them. This is the worst way to build your network because your organization won’t have a solid relationship to stand on.  Your new recruits will quit as quickly as they sign-up.

Presenting your service or product as the best solution to your client’s needs is an approach that not only stands a better chance of you closing the prospect, but also makes them feel that you genuinely care about them.

You need to do more listening and less talking.  Most network marketers do “telling and selling”. People don’t care about what you know.  They care about how much you care about them.

Be patient and a have sympathetic ear. Your goal is to find your prospect’s specific need by asking questions before positioning your product or service as a solution.

Imagine chatting with your prospect for the first time. Do you immediately go into the presentation? No! You want to get to know them first. Build rapport. This is an ideal time to ask a few probing questions.

Ask Open Ended Questions

Probing is a subtle art. You need to come from a place of genuine interest, without coming across as snooping. You goal is to get them to talk about themselves. This is usually quite easy to do, because we are our favorite subject.

You want to steer the conversation towards subjects that are important to them. Ask them to elaborate, clarify, and share their story.  Doing so will eventually lead them to talk about what’s missing from their lives.

Here are a few conversation starters that can lead towards a more meaningful conversation:

  • How’s the spouse, kids, parents?
  • What do you do for a living?
  • What does that entail?
  • Do you enjoy what you do?
  • Have you ever considered doing something else?
  • What experience do you have in the home-based business industry?
  • So are you thinking about retirement? How’s that’s going so far?

You can also steer the conversation towards health, children’s education, or any present or future expenses.

Probe deep to get to the core of their problems. Maybe they’re stressed about financing their home or purchasing a new vehicle. Maybe they’re unhappy with their job status or they’re living paycheck to paycheck. Are they burdened with supporting their parents or an unemployed sibling? Are they facing an uncertain financial future?

Listen With Intention

Take the time to sincerely listen, to empathize with your prospect. Keep an open mind.  Let them talk. People like to feel they’re being listened to.  Resist the temptation to jump in with advice. It’s important that you listen to understand what they want, and you’re genuinely interested in what they have to say. This frees people the time to think, they like respect, and they begin to trust you.  The level of trust comes easier when you’re listening. Your prospect feels more relaxed, and doesn’t feel like they’re being sold to.

Only, after they’ve finished talking, and you thank them for sharing, should you then lead into your presentation:

“I understand that you have some concerns and I’d like to help you. I know a way that can benefit you financially/career-wise/health-wise. You can do it in your free time and at your own pace. This may or may not be for you, but would  you open to looking at what I’m doing to see if it’s a fit for you as well?  If they say yes, proceed with “if I send you a short video would you take the time to look at it”?, or “If I gave you a sample of the product would you try it?”

If the prospect says Yes,  “when do you think you’ll have a chance to look at the video or try the sample?” You’re allowing the prospect to agree to look, letting you know when they can watch it, and then letting them schedule the follow-up.

When you establish a specific need, you have the basis for a business relationship. Come from the spirit of service. Your prospect won’t feel like you’ve sold them anything; they’ll feel as if you helped them make a wise choice.

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PS: If You Don’t have a Team, or Haven’t Recruited Anyone (or less than 10 people), THIS IS Where You’ll Want to Start.

If you’re satisfied in your business, that’s awesome!  If not, and you’re open to a business opportunity–  something you can build on the internet– I’d love to share what I’m doing with you.

To Your Massive Success My Friend–

mock demetri canvas

Entrepreneur & Home Business Coach
Text me:  704-286-6118
Questions?  Click Here to Chat with  me on Facebook


26 replies
  1. Di Downie
    Di Downie says:

    HI Demtri,

    Great piece!


    Finding their need is important and knowing and staying true to our personal need is so important.

    People, like you say, do not want to be sold on anything.



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