People don’t care how much you know, until they know how much your care.
In network marketing, it is of critical importance to build a relationship with potential partners and team members. Network marketing is definitely a relationship business and each relationship typically starts out with two complete strangers. Good relationships don’t just happen they are built on Trust.
Relationship building is critical because everyone prefers to conduct business with people they know and like. Michael Oliver of Natural Selling says, “A relationship is born from a desire to understand someone. In return there will be a desire to understand you. Personalizing your discussion around what is important to others will do this for you.”
Developing any relationship is a process. In order to cultivate trust you invest time in the process by asking the right questions. When you show the ability to ask intelligent and relevant questions, your future partner will automatically perceive a higher level of credibility.
There are tons of tips and good advice on how to understand others. This statement “Seek First to Understand, Then to Be Understood”, from Stephen R Covey centers around understanding others wants, needs and aspirations as well as their motivations and mindset. Unless we understand them, we can’t help or influence the situation, as we don’t see the world through their eyes.
Asking good questions is the most valuable ammunition for improving your relationships. The famous sales trainer J. Douglas Edwards was among the first to utter this phrase, “Questions are the answers.” Asking a series of questions respects your potential partners and helps them to make a decision.
In this short (4:56) video Jeff Nischwitz discusses the role of questions and a commitment to helping others in building relationships that will grow your business
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{ 23 comments… read them below or add one }
These are more than good tips, Perry, they are truly Essentials to good networking.
I think the most important point here is one that marketers always nod to, but rarely apply. You MUST try hard to understand your prospect.
Only after you’ve done a thorough job here, can you advance to the level of trying to be understood.
David Merrill recently posted..Twitter Strategy To Drive Traffic
hi Perry,
Asking questions is all about genuine interest and concern for others! this should be a fundamental skill of life! Network marketing is a business that brings out the best and worst in everyone! Those who become successful leaders in NM have mastered the skills of life!
it is fun to work out whether a blogger has a genuine heart for sharing and helping others or whether they are writing in order to get SEO rankings and recruit people. If you really care, it will shine through.
You obviously care, it shines through Perry!
Clare
Clare recently posted..Enjoying the Holistic Health Benefits of Champagne and Dark Chocolate!
Hi Perry, Nathan here.
Thank you for the uplifting article! Some of the principals you mentioned remind me of a book entitled, “How to Win Friends and Influence People” by Dale Carnegie.
The information you provided here is both helpful and powerful!
Thanks again, Perry, for a great post!
Nathan
Perry,
you are right, questions are so important. How can you help someone unless you know what they want? Then how can you know what someone wants unless you ask them? Or maybe they don’t know what they need, but you can help them find out by asking questions. Some people just don’t need your product and you need to understand that. Some people REALLY need your product but they don’t realize it unless you ask the right questions. Just blabbing about your product does not typically help the client understand the need for your product.
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Hi Perry,
Building relations is one of the most important parts of building a successful business, after all it’s all about people no matter if your business is online or offline…
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Perry,
Everything is about building relationships. When we ask the right questions and show we are truly interested, it can be like a breath of fresh air to someone who has not experienced much of that. We are the relationship builders. We have to do it first then others may follow and reciprocate.If you build a team based upon a sense of relationship, there is a bond that will inspire everyone involved.
Warmly,
Dr. Erica
Dr. Erica Goodstone recently posted..Do You Feel As Good As You Look? by Guest Blogger Dr. Barbara Hales
Perry,
I just wanted to start with WOW! This was a very uplifting post my friend! This quote “Personalizing your discussion around what is important to others will do this for you.” is a very strong and bold post and it is so true. As long as we keep our discussions real and unique it will keep us true to our selves and others.
Thanks,
Kyle
Kyle recently posted..10 Inspiring Quotes from Woody Allen
Hi Perry
Good post, they say the dumbest Question that was ever ask is the one you never ask.
I agree with you 100% to find out more about a person you need to ask the question, it also help to make that person feel important because you talk about him and not about yourself.
Al the best with you Question that you ask to your potential customers.
Regards
Theuns
Theuns recently posted..The Secret is out – The “It’s All About GrAtiitude!” Project
Perry,
This is a great topic and the video was amazing. That active listening is what everyone needs to focus on. It is one thing to hear people respond to quality questions. Yet, listening actively is key.
You have found a purpose of having real communication with people daily. To help them from your heart. Not to sell things and just pitch to them.
We as a community growing more with honest people making it a point to care for others. Helping them in any ethical way to progress in personal and business situations. We will make a difference and more will become aware of what it really takes.
I thank you Perry for being one who takes action and would not ask others to do what you are not yourself. You really listen to the unlimited people crying for more support.
Being the great coach and visionary you are. You give all hope that is needed to continue and build real relationships of support. Thanks again.
Hi Perry,
Wow! Wow! Wow! Hear! Hear! Let me be sincerely honest here. This is one of the most valuable posts I have read in a long time. When I tell you that I totally agree with all that you and the video have said, take it in the context of my 35 years of successful network marketing and entrepreneurship. I know whereof you speak! You are right on!
Asking questions and listening WTIH TRUE CARING has been the fundamental basis of my many successes in business, in MLM, and in volunteer leadership — which, in turn, have been built on relationships. I am so thankful that I read my father’s dog-eared copy of Dale Carnegie’s How to Win Friends and Influence People early and often. Over the years, I credit that book for about a million dollars of gross income and even more valuable relationships.
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Excellent post and great video! We can learn so much from the experts. The trick is in applying it! It reminds me of the saying, “Where ever you are, be all there.” Being all there when talking to someone really helps you to seek to understand, know, and listen for their need…so you can ask “how can I help you.”
Thank you Perry,
Lynn
Lynn Jones recently posted..What is Your Definition of Success?
Absolutely right on. Building a relationship is a process. So many times you hear trainers saying that you have to build relationships in order to have any impact. But the truth is, that building relationships is a never-ending process. It is something you must do all the time. In fact almost every interaction you have in any business dealing is a.
relationship.
And I would guess that what we all really want is to build good relationships not bad ones. I think that is the skill that is a never-ending process.
Hello Perry,
I found you on Twitter and I’m glad I did. I really enjoyed this post and the video. It’s so true that the relationships you make and cultivate along the way are the backbone of your success as a Marketer. I’m following you on Twitter, please keep me in mind the next time you’re looking to follow someone new!
Doreen Munoz recently posted..Do You Have the Mid-Life Bulge?
Hi Perry,
Many years ago, Robert Kiyosaki taught me to ask a question at the beginning of every presentation. By then including all possible answers and acknowledging those with each view, you have the audience’s attention.
There is no doubt that those who ask the right questions and truly listen to the response have an unfair advantage.
John Gaydon recently posted..Tim Sales Master Network Trainer Joins Ariix
Great information Perry. As a coach one of the most challenging lessons to get across is the importance of listening more than talking and asking the right questions. It’s so easy to overwhelm or lose someone’s interest – very difficult to get it back once that happens.
marquita herald recently posted..Success! Everybody Dreams of it, but What Does it Really Mean?
Hi Perry, you’ve picked out some really good quotes, to illustrate your point. I like it so much better when a salesperson asks me what I want, rather than giving me some big speech about all the features and benefits of what they’re trying to sell. I usually “turn off” and try to get away as soon as possible.
If someone asks me questions and finds out what I really want, I feel cared about and I want to speak with them. Thanks for describing an important topic Perry. Regards from Julieanne
Julieanne van Zyl recently posted..Branding YOU is Paramount to Long term success
My philosophy is that A statement can change the conversation, but a question can change the relationship. Questions are so important to being successful.
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Hi Perry
What a great post .
I agree with you people need to know you as a person and that you care about them not the other way around.
So many people just want you to join there Business with out you know them first .
one good book that people need to read is from Dale G. “How to win Friends and ….”
Make it a great day
Regards
Theuns
Theuns recently posted..The Law of Giving — Giving with Gratitude
Very true. Building trust and relationships is the key to a successful team in this business.
Melodie Kantner recently posted..Love What You Do Or Do Something Else
The first line of this post says it all. People really do not care if you know everything about a biz…. they want to know if you really care about them. A lot of people cannot get over the fact that engage first and let the sale fall where it may. It all ties in with the saying about people buy from people they like and trust.
Nile recently posted..WordPress Pages Versus Posts, Which to Choose
This a great post Perry, the relationships I have been able to build over the past 22 years in business have been key to my success.
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Really asking the deep questions and then using that to help those you want to help is great, thanks for this video I appreciate what he had to say here. We do have to get deeper, not be superficial. This is the key to those relationships that really create the team you want. I want to understand you, I want to really help you!
Thanks I enjoyed that video!
Lynda Cromar recently posted..I Found The Secret Of Taking It Personal In MLM Network Marketing!
Hello Perry! What a great quote to start off this post with: “People don’t care how much you know, until they know how much your care.” I love it because it is so true. When I look at someone, the first thing I see is their “heart.” Which speaks louder than any words they use. Indeed, we’re living in an age where genuine relationships are more important than ever.
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