The more she listens, the more excited she gets because she sees how
their Food4Vitality business would be a great way for Judy (especially) and
Ray to work with people who don’t always have the time and money they
need to make their lives work optimally. Judy has all the time and money she
needs, so she may find it very satisfying to help other people achieve the same
things she has, namely to get more time and have more money.
It doesn’t stop here, though, because Ben and Mary must continue to lis-
ten for any other values they hear. The more Judy talks, the more they realize
that she values helping others find fulfillment in their lives, and she values
family. Notice how none of these values are the same as the ones Ben and
Mary revealed in the prior conversation?
Notice how listening reveals more than telling? Make no judgments
about what your prospects say, but ask clarifying questions to get more infor-
mation. For example, Judy may say, “I don’t just want to spend my time do-
ing things for me. That isn’t what gets me out of bed in the morning.”
“You must have loved having the boys around when you could see that
they got off to a good start every day.”
“I did. So many young people leave a dark house in the morning,
trudge out to the school bus, and never have any warm, family time before
they leave for school. Lots of children don’t even get breakfast at home in
the mornings.”
“Family is really important to you, isn’t it, Judy?”
“It is. And you know what, if I could do something to help other chil-
dren experience what mine did, now that’s something that I could get ex-
cited about.”
Bells and whistles are now going off in Ben’s and Mary’s heads (and
maybe yours, too). This is an open invitation to support Judy’s vision of
helping families. Mary then adds, “I work with so many single moms and
couples now in my new business. It’s so satisfying to see them get their lives
back on track.”
She could stop there, but adds an anecdote to make her point. “One
of my distributors, a single mom of two high-school-aged girls, had to
work two shifts at her job to make ends meet. She was gone when the girls
left for school and often asleep when they came home. After six months of
following our business plan, she was able to quit working at the plant, and
found a single-shift job at a nursery. She now spends time at home building
her business and being with her girls. She’s added $1,500 a month to her
income without having to work that extra shift. And the girls love having
their mom around.”
What do you think Judy is thinking after she hears this? She doesn’t care
about earning $1,500 for herself, but she sees the chance to help other moth-
ers and young people change their lives. She wants to help other women get
what they want.
132 THE ULTIMATE GUIDE TO NETWORK MARKETING