The Right Way For Network Marketers To Use "FORM" Questions

In a recent conversation the use of "FORM" type questions to get a conversation started came up.

"FORM" is an acronym for "Family-Occupation-Recreation-Money" and is a guide to remembering the types of areas you can use for what I call "Background Questions".

I talk more about how to use these type of questions in Chapter 11 of my book "How To Sell Network Marketing Without Fear, Anxiety or Losing Your Friends!"

Anyway, the point that came up was how many Network Marketers use these types of questions to start off a conversation and then immediately some sort of problem emerges (such as lack of money or wanting to spend more time with family) they rush in to offer their products or business opportunity as a solution.

Needless to say, this rarely results in a positive outcome for either side. Presenting too early is the #1 cause of the objections and rejection that many Network Marketers come up against.

So what's the alternative? Well, the key is to remember to develop the conversation fully to explore any problems that surface. Once you do that, then the other person is much more likely to feel that you understand what they're looking for and so be prepared to listen to what you have to offer.

"FORM" questions are a great way to start the conversation but remember it's just the starting point.