Basic Qualifying Questions (BQQ)

Why would anyone in network marketing would want to give a presentation to a prospect before properly qualifying him/her?

Unfortunately, most distributors do just that. They launch right into the business opportunity presentation without first confirming that they have a worthwhile prospect. This may be due to our exuberance about the product or business we have come to love so dearly. We somehow have the feeling that if we can just quickly get to the heart of the matter, they will be instantly interested to the extent we are, even though we have had days or weeks or months to fall in love. This is a terrible mistake.

Most seasoned veterans in network marketing who are earning big money no longer make this critical mistake. They realize that unqualified prospects waste both the prospect's time as well as their own. They may not be interested in "better health" or they may have "all the money" they feel they need.  So an abrupt exposure often ends up with unmet expectations or bad feelings.

We need to learn to honor and respect other's time and/or interest constraints.  We need to seek their "permission" to proceed with our exposure.  Let's explore a few basic concepts that can help you qualify people so that YOUR time is productive and THEIR time is not wasted. 

How to make sure you are always:
	- Going on appointments that are high probability enrollments for you?
	- Giving your presentation to serious and motivated prospects only?
	- Disqualifying the wrong prospects at the right time?

All you have to do is ask a Basic Qualifying Question (BQQ) plus -- (and this is especially important) -- get from them, a definite positive commitment to this question before advancing your presentation.

Actually you can, and should, ask a BQQ several times throughout your presentation. And if your prospects don't answer that question every time with a positive response, it's time to pack up and leave. 

No one likes to waste their time -- including your prospect.  Show a little respect for others by qualifying their interest and intentions.  Here's how to avoid wasting their (AND your) time, energy and money by simply asking a BQQ in the five key areas of your presentation:

1. To Qualify the Appointment

Whether you're making outbound calls, taking inbound calls or using the "three-foot rule" to meet people, before you make the appointment with your suspect, ask this BQQ to make sure they are a prospect for you:

"If I could show you a part-time business that could provide you with an extra monthly income and more freedom to do the things you want to do, would you want to take a look at it?" (When they say yes, make your appointment.)

2. To Qualify the Demonstration

It's a good idea to get to know your prospects a little better when you're sitting down with them for the first time in an appointment. You can do this by asking questions about them and their situation. If you're good at this, you will uncover some problems they have that your network marketing business will solve for them.

However, just before you offer solutions (benefits) to those problems, set the stage to enhance your demonstration dramatically by asking a BQQ like this:

"Mr. and Ms. Jones, you told me that you were looking for a part-time business that would give you more freedom and an extra monthly income...is that right? (They will say yes.) If I can show you tonight how my company's marketing program can meet your needs to your satisfaction, are you folks ready to take the next step and get started?" (When they say yes, you are assured that you're giving your demonstration to extremely well qualified prospects.)

3. To Qualify a Request

When your prospect requests something of you that you know you can deliver, instead of just giving it away, make him/her qualify for it by answering another BQQ:

"Fred, what you're telling me is that you would not feel comfortable calling your close friends and family members all by yourself...is that right? (He will say yes.) If I agree to make the first eight or ten calls with you and train you in the process, would that be helpful in getting you started?" (Notice how this BQQ is also a wonderful subtle close.)

4. To Qualify Resistance or Objections

Do you ever get resistance or objections as you present your program to your prospects? Silly question...of course you do. When your prospect gives you an objection that you feel you can handle, before addressing the objection, ask a BQQ to get a commitment:

"Ms. Smith, you say that you don't want to be in a business where you have to do direct selling...is that right? (She will say yes.) If I can show you how to build a long-range monthly residual income without having to be good at direct selling, would that work for you?" (When she says yes, you have just eliminated the selling objection...just like that.)

5. To Qualify an Action

When you "feel" that your prospect is not ready to make a commitment to your business, you can still "advance" the sales process, and keep it alive, by getting your prospect to agree to a positive action.

One of the best ways to introduce this action step, is to suggest it in the way of a BQQ:

"Barbara, because I'm new in this business and still in the learning curve myself, perhaps I could ask my upline sponsor to help us out. If I can arrange a three-way call with her to have your questions answered, would you be willing to set aside a few minutes for the call?"

There you are...ideas on five different ways to make sure you're spending your time with the right prospects. These are not a "cure all" solution, since most people must be treated as the individuals they are, but this concept can greatly enhance your productivity.

From now on, do like the top money earners do: qualify prospects in the beginning and all throughout your entire presentation. You'll be glad you did.

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