How do you know someone’s needs? You ask and listen. The more you keep the conversation going by asking questions, the more you learn and are able to help customers.
Ask about their current lifestyle and the type of supplements they are using. Listen for clues to help you learn about their needs and wants. This will help you discover if you should lead your presentation with product or opportunity.
To do that, be sure to ask open-ended questions that can’t be answered by a simple “yes” or “no.”
Try out questions that start with:
- What do you think about
When they give you a short answer, or a yes or no answer, just say, “tell me more about that,” or “tell me more…” Your goal is for them to do 90% of the talking. You should be an encouraging listener.