How to Find Someone’s Need

How to Find Someone’s Need and Their WHY

When you are looking to find a new recruit, the best way to connect with someone is to find their “need”. Think for a moment what happens if you don’t work on finding someone’s need.

You may start talking to someone who you think would be GREAT in your business. They seem smart, highly motivated…and you want to tell them more about your company. You start telling them how GREAT it is to be able to earn extra money so they can spend more time with their kids and go on some WONDERFUL family vacations!! And you’re super duper confident that this opportunity can do that for them!!!

However……your “prospect” seems to be giving you a blank stare. You stop to ask if that sounds like something that would be great for them. And they tell you that they are single. And they don’t like to travel. As you’ve been talking, you have been building a block in their mind that this company and this opportunity are not for them.

It still could be, IF you are able to find what THEIR need was, and talk to them in their language. Show how your company can fit that need that is so important to THEM. You see, not everyone has the same need. It would be great if everyone wore their need on their sleeve and it was visibly plain as day…but it’s not. You have to do a little digging. More importantly, you have to do a LOT of listening.

Basically, most people’s “need” is based on one of four areas:

F – Family – They want to spend more quality time with their family. Maybe a woman wants to be an at home mom instead of working outside of the home. Maybe a man wants to make enough to allow his wife to be able to do that.

O- Occupation – They want an occupation that is fulfilling. Maybe they want to be in a different line of work. Maybe they want a less dangerous job. Maybe they want something that gives back to people. 

R – Recreation – Recreation often involves a different lifestyle. They want a vacation, a motor home or snowmobiles. Maybe it’s just the ability to travel when and where they want. 

M- Money – They want money to be able to do the things that they can’t do now.

So how do you find out what their “hot buttons” are? Ask some very simple questions or make some simple statements…and see what their answers are.

“You must love your job!”

“You must go on some great vacations!”

“I bet you make GREAT money at your job!”

“Do you have any fun plans for vacations this summer?”

“What brought you to your current job?”

Make sure to phrase your statements in a positive way. People will be more honest with you this way. Now pay CLOSE attention to what they say. If their answers are negative (as in “are you kidding, I HATE MY JOB!”) ask another question…”So if you could do one thing differently, what would it be?”

And THERE will be your magic answer!! That will be the need…whether it’s “spend more time with my kids” “have a great vacation” “make more money”. THAT is what you zero in on as you work on how your business can meet their needs.

Now you can talk to them in their language. Your opportunity talk can focus on the family, occupation, recreation or money needs that your company can meet. Laser focus on the need that they sound most passionate about. When you work on finding someone’s need, and show them how you and your company can meet it, your prospect will be MUCH more likely to listen!

If you are looking for something new take a look at what myself and my

daughter do working from home, online and offline in the UK  ====>>>> HERE or if you live in Ireland or Spain ====>>>> HERE


Merle Gibbins

Jay Edgson

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Merle Gibbins

Jay Edgson

If you enjoyed reading this post I would appreciate your feedback in the comment area below.

P.S. Please feel free to check our online stores on Facebook …….

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How To Convert The Nay-Sayers

    How To Convert The Nay-Sayers in Network Marketing

How to Convert Prospects to Customers
I am sure you have come across those prospects who just flatly refuse to believe in what you have to tell them and they want to contradict everything you say. Well here is something that might get them to see your side of things and agree with your point of view.

 

Don’t Keep on Pushing Them or You Will Push Them Away !

 

You need to learn very early on in network marketing how to answer objections …

Only one problem ….. even the right, accurate answer still may not always get you what you want but you have at least tried.

Some people think that network marketing is a pyramid scam, or only the people at the top seem to be earning the money – some think that MLM’s are illegal businesses or only people who already have big networks in place can get rich. By just simply telling them the opposite thing may not work at all and you have have won the argument but you are likely to lose the customer.

Do you like to be wrong? No of course you don’t and nobody likes to be proven wrong so when you push, they are going to push evenharder back at you and the harder you push to try and change their minds the harder they are going to try to entrench themselves in their opinion. They are more than likely going to say “I know that I am right because I have met people who have lost a lot of money doing this MLM work” !!

Now if they believe they are right and you can’t get them to change their mind, are you going to just give up? No you are not. You can use the power of appreciation to get them to see your point of view …..

Listen to What They Have to Say

One of the first steps in appreciation is to find out where your prospect is coming from and listen to their side of the story. Stop making statements and just ask them more questions. The questions don’t even have to be work related. Find out a bit more about your prospect and about their family if they are prepared to talk about them.

Now they are probably going to say to you that your business is just a pyramid scam. So then you can ask them “what do you mean by a pyramid scam and why do you say that my business is a pyramid scam”?

Don’t be defensive when you ask them these questions. You want them to understand that you are curious as to why they think like that. You need to sincerely understand their side of the story by saying things like “How do you mean?” or “Help me to understand what you mean”. Or maybe ask them “What makes you say that?” – all these questions are meant to probe your prospects emotions. By doing this they are likely to start relaxing and putting their guard down ….

When you ask someone to clarify their statement, they sometimes may see by their own admission that their opinion was unfounded or inaccurate – for example they may that it is shaped like a pyramid so they thought it was a pyramid scheme – then is you are lucky they might even decide to correct themselves all on their own without your help !!

If this doesn’t happen you are at least a step closer to an agreement.

Always, Always Appreciate their Point of View

The key trigger here for this kind of approach requires as much sincerity as when you were listening – so simply acknowledge their point of view. This isn’t to say that you agree with them ! It just means you see their side of it even if you don’t share it. So spoken truthfully by saying “I understand how you feel” is a very powerful statement. It means that you have understood them and that their side made sense. By doing this, people will feel that you have respected their opinion and that in return invites them to respect yours.

You could go a step further by saying that if you were in their shoes, you would probably feel the same way. You could say “I do understand how you feel. You spent $1,000 into an MLM and you didn’t manage to make your money back. To lose that sort of money in any business is rough and if it happened to me I would probably feel the same way and would not give network marketing another chance”

Once again, let the signal be clear – that you sincerely understand their side of things. Once they see that it is easier for the two of you to agree on something.

You Have to Get Them To Appreciate You

You can now move on with stating your side of the story. You need to get them to see the merit of your point of view. One often used method is the 3 F’s. Feel, Felt and Found method.

“I fully understand how you feel. I once thought that I was terrible at sales and not in a million years did I think I would be able to answer a sing question that any customer threw at me, but I found that the company trains its downline impeccably. I wasn’t even allowed to do a presentation until they thought I was ready. They also teach that it is not about the selling of products, it is finding out how you can help others with those products”.

or

“I get what you are saying. I also thought the same when I started out on my networking journey. I thought that only the people above me would get rich and that I would lose my investment. Then I realised they were personally interested in my development and were willing to help on a one to one basis to be my business up and running. I was taught everything I needed to know to be successful. If you put in the work you can be successful. I am grateful to all my upline who have helped me in this way”

So now because you didn’t undermine what your prospect said, they will find it easier to appreciate what you say and mutual appreciation is going to open the door to agreement. This is one of the most efficient ways to close a prospect.

What are your thoughts on this subject? I would love to know ……


Merle Gibbins

Jay Edgson

If you enjoyed reading this post I would appreciate your feedback in the comment area below.

P.S. Please feel free to check our online stores on Facebook …….

Bargains Galore Online

Merle & Jaye’s Bargain Store

P.P.S. We would appreciate any comments that you leave …….