Hey there

The night before, my uncle and aunt had gone for a "business meeting"

When they got back..

They had this weird shine in their eyes that i found rather curious.

Later I learned that they'd just been introduced to network marketing.

A few days later their business kit arrived and going through it, I was completely fascinated by everything I saw and read...

Long story short...

ON my 18th birthday I officially became a GNLD distributor and I loved it!

What I didn't like was the way some distributors in my upline recommended we build the business...

So once I became a director I stopped using their system and developed mine.

My plan was simple.

Step 1: Lead with education.

I stopped talking about GNLD and started focusing on talking about entrepreneurship. That enabled me to build an audience of prospects through whirlwind of workshops and seminars

Step 2: Get paid to host GNLD Business Presentations

Get prospects from my events to pay me to attend my GNLD business workshops where I taught my system for growing the business and then offered them an opportunity to apply to become members of my team.

Step 3: Make understanding my system a criteria for joining my team

Those whose applications I accepted, were invited to attend (they paid) my distributor training program and only after they graduated were they allowed to fill out my form to become members of my team.

The plan worked like a charm.

I developed a crack team of distributors that didn't need me babysitting them.

I remember one incident that happened outside my uplines office.

I man had gone through my training but wasn't consistent in showing up and wasn't following through with the groundwork assignments I was giving them.

So after the training I refused to let him join my team and instead recommended a few distributors that he could go join.

It was ridiculous!!

This guy refused and said it was either my team or no GNLD for him.

He created quite the scene.

Long story short he attended the training again and this time followed through and eventually he joined me and actually became a sapphire director before me.

My point?

What I didn't realise at the time was that my process focused me and my distributors to really listen to people and only work with people who were ready mentally and emotionally to buy.

And since the system generated revenue outside of GNLD, my distributors weren't under pressure to manipulated people into joining us.

Level 3 is where your conversation with your prospect moves from somewhat general to specifics.

It happens after your prospects trust you enough to be willing to open up and share some of their specific needs, wants and aspirations.

It’s where you really, really listen to your prospect.

It’s where you once again completely forget your own wants and desires to make a sale so that you can really be there for this other person.

Remember: You’re not here to make a sale. You’re here to help them buy and get the results they most want.

To finish Level 3, you need to get to a place where:

• Your prospect feels so completely understood by you that they’re practically begging you to tell him how to buy. (That’s Level 4.)

• You’ve learned so much about your prospect’s needs and wants, and WHY they has those needs and wants, that you can articulate it better than they can themselves.

This will help you handle objections ahead of when they're raised.

The primary tactic for success in level 3 is asking questions.

Ask Good Questions.

The purpose of a good question is to make it easy for your client to start talking.

The more they talk, the more you’ll learn about them.

The more you know about them, the easier it will be for you to help them make the right buying decision.

The more they talk, the easier it is to see how to present your product or service in alignment with what’s already most important to them.

Now...

Don't Ask Bad Questions.

A bad question is one that leaves your client feeling pressured.

Bad questions are the result of you focusing on YOU rather than focusing on your client.

Your motivation is not to learn about them, but to lead them somewhere before you’ve earned the right to be their leader.

Stop.

READ. THAT. AGAIN.

How do you ask good questions?

Here’s the format you’re going to use:

1. Ask about their past and present. Just a bit, to make them comfortable.

2. Ask about the future they want. Here you’ll be pushing for clarity to help them get clear. Done well, they’ll begin to see you as someone who really cares about them and can help them.

3. Ask about the present. Today things are NOT how they want them to be. Have them describe today’s reality very clearly. You’re looking for them to draw a contrast between what they really want and what they have today.

4. Ask about the obstacles between where they are today and where they want to be. This will help them zero in on why they need help. This is the opening for your product or service.

5. Summarize to be sure they feel you really ‘get’ them and to see if they’re ready to go to Level 4 with you. Ask them to summarize as well.

N/B: If you're working with me using growthworks to build out your solutionframe™ and campaigns, notice how the framework for asking good questions has a solutionframe™ hidden inside it.

Here are some of things to look out for when you’re at Level 3.

• Not talking to a real decision maker. This should be vetted in Level 1. Make sure you’re talking to the person who can decide to write you pay you.

• Moving on to speaking about your product or service before the clients is ready, before they really feel understood and cared for.

• Speaking about your product and what it can do for the client instead of asking questions to learn about the client’s bigger picture, deep aspirations, desires and wants, both logical and emotional

Tomorrow I'll share about level 4 and how to make powerful recommendations and close high ticket like a boss.

Tonight however is our very first clinic session for the 97day challenge.

If you're a part of the program, you'd have received an email about that with the subject: Welcome To The Clinic.

Have an awesome day.

And till tomorrow..

Play a bigger game.

CTM

PS:

• This week Saturday will be our very first #hpenconnect meeting. We'll be talking about how to competition proof your practice. It's an opportunity to learn and connect with each other and it promises to be fun. CLICK HERE TO REGISTER

• Can't make it to the 97day challenge but need help in developing your SolutionFrame™? I'm hosting a 4 week SolutionFrame Bootcamp in October. Your investment? Just N250,000 and there's only 5 spots. Interested or vaguely curious? Hit reply and let's talk.