Getting to Common Ground

Getting in the practice of taking time to find out more about a person accomplishes three key things.  The first is that people always feel more at ease if we take time to actually get to know them before offering our Isagenix ™ opportunity.  Secondly it allows us the discernment of whether or not this person would be a good fit in our organization.  Thirdly, by doing our due diligence we are also offered clues as to what would be a catalyst for this person wanting to try Isagenix ™ at all. The most masterful networkers take time to find out what makes another person 'tick' so to speak.  They look for points of challenge in the person's story so that they can leap in and provide a solution, which of course is Isagenix™.  In the case of our server, we discovered that he had a master's degree and was passionate about going back to school to become a doctor so he could work with Doctors Without Borders.  He and I soon began discussing Africa and other regions where he would want to dedicate his time.  When I asked him what was holding him back from starting medical school he responded that he wanted to pay off student loans and this is when I knew that I had a leverage point. I said, 'you would be amazing in my business.'  He responded with, 'what do you do?'  From here I shared briefly the Isagenix vision and also the power of residual income though at no time did I ever say the word 'Isagenix.'  Now curious, he volunteered his contact information without hesitation.  People are much more willing to give you their email address than their mobile number however if you build a solid common ground at the forefront; literally creating trust, you should have no problem also getting the coveted digits. To get to common ground quickly I suggest the following key strategies: 1. Observe - what does the environment of the situation tell you?  If you are at a restaurant ask yourself - can anyone be a server here or would they have to be somewhat discriminating as with a more upscale establishment?  What does the person's dress tell you?  Are they neat and well put together or slovenly?   How is this person interacting with others?  Do they smile?  Do they make eye contact?  70% of common ground is going to come from observation. 2. Ask an Opening Question - start with something simple such as, 'how long have you been working here?'  If you are in a retail setting and connecting with another patron you can ask, 'have you shopped here before?'  If you are at a restaurant, and see another patron with an interesting dish, ask them what it is and if they like it.   Always begin with something easy and non-threatening. 3. Re-Assess - if the person seems friendly and open to having a conversation then continue.  If the person seems otherwise occupied or perhaps in a sour mood then you may wish to let the conversation go or wait.  It is our human nature to be somewhat pre-occupied at times and seriously - who hasn't had a challenging day? 4. Continue - once you have assessed that the person is open to a conversation you can then begin to ask deeper questions.  For example, once I discovered that our server had worked at this particular restaurant for almost a year, I asked him what he liked about it and what other aspirations he had.  This is when I found out about his passion for travel and working with Doctors Without Borders.  Many people love to talk about themselves, especially once you begin to probe a little deeper. 5. Ask a Trial Closing Question - once you have more information about a person, such as their passions or desire for change, you can ask a question such as, 'what is your plan for that?'  Find out if they have a strategy for success.  From here you can now offer Isagenix ™ as a solution.  Simply let them know that you would love to email them some information, set up a time to follow-up and collect their phone number. Connecting with people and achieving common ground becomes easier and easier the more we practice.  Get in the habit of having three common ground conversations with people every single day.  Eventually this will become second nature and you will be able to generate leads everywhere you go.