One of the main reasons people don't do this business is because of their fear of having to answer questions. Some think they need to know everything about everything before they approach anyone. Because they imagine being disgraced or embarrassed by being asked a question they don't know the answer to.
Some see questions as a negative. When people ask questions they are showing interest and usually are simply requesting clarification or more information about you, your product, your company, or the industry.
Questions are good, so be excited and encouraged when your prospects ask questions. Some people are thinking about their family, friends and colleagues as you are showing them the business. They might ask you questions they think others will ask to see how you react.
If you handle questions with ease, and comfort your prospect will sense that you are capable and in control. And will be excited and confident to introduce you to their family & friends.
Personal effectiveness in answering questions is more than knowing the answers or being right. It includes the ability to stay calm and collected. Especially if you do not know the answer, or if the question is unpleasant or puts you on the spot. Managing the response, flow, timing, and focus of questions is a crucial skill.
Watch and listen to professional presenters and the way they control conversations by responding to questions with questions of their own. Ask your up-line or mentor what the most frequently asked questions are, and get an appropriate question to respond to common questions with.
Try out their answers as you work in your business. If you get 5 negative results in a row, call your mentor and tell them exactly what you are saying and get their feedback and corrections.
Here are a few questions you may get when you are contacting:
- What do you do? This is the number one question you'll hear, so be prepared with an answer that makes sense. Something like: I am a lifestyle consultant. Or, I teach people how to create job dropping residual income. Are you interested in making money while you sleep or while you are on vacation?
- Can you tell me more about it? Your response - Absolutely, I'll bring an outline with me. Or, Absolutely, I already have some information I can loan you.
Here are some sample questions you might get when you are presenting:
- How much money are you making? Your response - Isn't it how much money you're going to make that really matters to you? Or, Enough to keep me interested.
- How much does it cost to join? Your response - How much would it be worth to you to be financially free and have time to spend with your family doing what you want, when you want, because you want? Listen to their answer, and then tell them - The good news is that it only costs (your start-up cost) to begin.
- How much time does it take? Your response - If you could create job dropping residual income, how much time would you be willing to invest?
Here are some examples of questions you might get from your team members:
- Why isn't my business growing faster? Your response - How much faster would you like it to grow, and how would you measure a faster pace? Or, what are you focusing on when you contact and present? Or, how many PEPs do you have and what specific skill are you working to improve on? Or How many customers and associates do you have on your team? Or, how are you learning and practicing the skill and knowledge you need? Or, are you using our proven system that creates duplication?
- Why won't my people listen to me? Your response - Do you know what they want out of the business? Or, do you know what they need to do to be recognized on the stage at the next event? Or, what did you do the last time you were with them?
- What do I need to do to take it to the next level? Your response - Why do you want to take it to the next level? Or, what would your life be like at the next level? Or, tell me what you think the responsibility of being at the next level will be?