Learn the Secret of Socratic Presentations

Is it any wonder most people run to avoid network marketers?

One has only to listen to how the network marketing opportunity is presented to see why. Here’s the breakdown of what most mlmers say to the poor would-be recruit:

About the company: “Blah, blah, this is a ten year old company that is already listed on the S & P 500, blah, blah.”
About the product: “Blah, blah, this product will burn off fat faster than a million EZ Bake Ovens on steroids, blah, blah.”
About the compensation plan: “Blah, blah, this plan is a hybrid, super-compensating binary, matrix, break away, thingy plan that forces all the top producers upline into your compensation pool, blah, blah.”
What all these dismal presentations have in common is that they are not about the prospect and what the prospect wants or needs.

Have you ever told someone they could become rich when all they really wanted was to spend more time at home with their family? Not good.

So how do you tell people about your opportunity? You put the focus on what the prospect wants.

John, on the phone, you suggested that you might be interested in starting a home-based business. But before we get into that, perhaps you could tell me what changes you are wanting to make in your life that made you look into home-based business opportunities?

Or
John, I would like to explain a project I’m working on that I think could help a lot of us financially. But before we do that, tell me about your situation and why you think an extra income could make a difference in your life right now?

Or
Jane, I appreciate your meeting with me today. I’ve brought some material here that show what I think is an astoundingly unique opportunity. But before we get started on that, what is your perspective on potentially forming a mutually beneficial partnership?

Or
Sandra, it was very kind of you to meet with us today. We’re here to talk about an exciting opportunity that we believe could make us set financially for the rest of our lives. But before we get started, could you tell us why you agreed to meet with us and what you hope this business might be able to do for you?

Or
Kim, it was very gracious of you to invite me into your home to talk about what I believe is the most exciting business opportunity available today. But before we get into that, tell me about yourself and why you happened to be looking into home-based business opportunities at this time?
Notice that all of these openers invite the prospect to get the ball rolling and talk about themselves and why they indicated at least a little bit of interest.

These questions are called “Socratic Questions,” and I learned the format from a book called, Socratic Selling by Kevin Daley and Emmett Wolfe. I strongly encourage you to go on Amazon and order a copy of this book for yourself.

Socratic questions get the other person to do most of the talking. But also, they invite them to show you what they want.

Why would you waste time talking about your product, the company or the compensation plan to a single mom who just wants to be able to stay home with her kids? Why would you go on and on about anything other than the answer to that person’s needs?

Employ Socratic Questions in your next presentation or one-on-one meeting over a cup of coffee. When you try this method, you will have the feeling that you are gently pulling someone along who wants to be led along anyway.

Contrast that to the feeling you probably associate with your previous presentations in which you are pushing and chasing. There really is a better way.