You’ve probably heard or been taught Overcoming Objections 101. That’s where a recruiter (not a sponsor) uses something the prospect has said against the prospect to manipulate the prospect into taking action.
For instance, many distributors are taught F.O.R.M. Some call it building relationships and it is to a certain point. But frankly, the motivation behind the questions when using FORM as a technique is nothing about building relationships. It’s about discovering weaknesses.
The "F" is for Family. Ask your prospect about his/her family. Talk about the kids. Discuss family goals. Ask about time with the family. Talk about vacations, their home, vehicles, college, etc. Anything negative indicates a pain area.
The "O" is for Occupation, job or business – downsizing, merger, buyout, new boss, business down, long term viability, pay? Any negative comments indicates a possible pain area.
The "R" is for Recreation. Vacations, hobbies, etc. If your prospect complains about lack of vacation time at work, lack of money to take a vacation or lack of time to really enjoy any outside activities, then you’ve got a good hot button.
The "M" is of course, Money. Talk about the insecurity of the economy and social security. Ask what they are doing to prepare for future retirement – investments. If they complain about not enough money or concern over their ability to retire some day, then you have a pain area.
I’m not saying this is not an effective tool for some, but bottom line about using this method is that it focuses you on a ‘close’ based on pain, lack and a poverty mindset. Using closing methods have their own issues, but besides that, if Network Marketing is about building dreams, helping others achieve success, (which I believe it is) then building a business leveraged off of pain and lack is in direct opposition to the purpose… plus it’s not sustainable or duplicable by the average person.
At least 70% of the population will struggle to sponsor many business partners using F.O.R.M. because many of the questions are uncomfortable for them to ask much less answer when talking with a perfect stranger. 15% of the population has no problem in telling us more than we asked for. And 15% of the population will call the other 70%-85% losers when they quit or struggle because the F.O.R.M. method is not duplicatable.
~ Jennifer Fisher
http://bit.ly/Success_Formula
Related posts:
Leave a Reply