Assess Fit

This is where one of the biggest mistakes happens. You’ve gathered information. You’ve listened. You feel like you understand what they need. And that’s when most people do one of two things. They jump straight into presenting the product because they think they already
know enough or they start digging so deeply that the conversation begins to feel like a diagnosis.

Remember, you’re not a doctor, and they’re not your patient. And this is where understanding your role becomes important. When someone goes to a doctor or another qualified medical professional, they’re seeking medical help. They expect questions, an evaluation, and possibly a diagnosis. Assess Fit is different. Maybe you found a product that helped you, a friend, or someone you care about. You’ve learned about that product, you understand it, and because of your experience and knowledge, you may recognize situations where you believe it could be worth sharing. But remember: Your knowledge is product knowledge, not medical knowledge. 

Sometimes, without realizing it, people begin playing a role that isn’t theirs. They hear someone’s problem and immediately start trying to figure out what caused it or what might be medically wrong. That’s not Assess Fit. Assess Fit comes from genuine concern. You’re listening, asking the right
questions, and trying to understand their situation does not explain their condition. And yes, sometimes that means asking why. Why does this matter to them? Why are they looking for something different? Why are they open to another option?

Explore the why but know where your why should stop.

When the why becomes an attempt to determine what’s happening medically or what caused their condition, you’ve moved outside your role. Once you understand that distinction, you listen differently. You ask differently. And the other person can feel that you’re trying to understand them not examine them.

Know your product. Know your role. Understand the person. That’s Assess Fit, going deeper without going too far. And if this feels familiar, it should. You’re still navigating but this time, the destination is different. Think about driving somewhere you’ve never been. The person sitting beside you knows where they live, you don’t. When you come to a turn, you don’t guess which way to go, you ask. Their answer gives you the direction, and you keep moving.

In Navigate Needs, you knew where you wanted the conversation to go, so you used the right questions to help guide them toward that destination.

 In Assess Fit, you don’t know the destination yet. Their situation is the destination, so don’t guess which way to turn. Let their answers give you the directions. 

Now let’s see what that looks like in a real conversation. Someone tells you, “I’ve been getting migraines.” You could immediately start asking, “How often? What are you eating? Are you drinking enough water? Are you stressed? How much sleep are you getting?” But now it can start to feel like an examination. Instead, start with the situation. “What was going on when it started?” Maybe they say, “I was at work. It was really busy, I hadn’t eaten since breakfast, and I was staring at the computer most of the day.” Look at how much they just gave you from one simple question. You didn’t diagnose anything. You simply asked what was happening around the problem and allowed them to tell you. From there, listen and decide your next move. 

You can Ask:

“Does that usually happen on your busiest days?”

You can Reflect:

“So you notice it more after a long day at work…”

Then pause and let them continue. Or you can Relate:

“My brother went through something similar. He originally thought it was one thing, but after paying closer attention and eventually getting it properly checked, he realized there were other factors involved.” Then stop.

The story isn’t there to prove anything. You’re not saying their situation is the same as your brother’s, and you’re not using the story to slide into your product presentation. You’re simply giving them something they can relate to. They may respond, “You know what? I notice mine happens when I skip meals too.”

Now they’re going deeper on their own. That’s the key. Ask. Reflect. Relate. They’re not steps you have to follow in order. They’re tools you choose from based on what the person gives you.

Sometimes you ask another question. Sometimes you reflect something back and let the silence do the work. Sometimes you relate to something they’ve shared and give them room to continue. Their answer determines your next move. The solution comes later. Right now, your job is to understand. But here’s where Assess Fit gets interesting. The deeper you go, the more you may discover that the first thing they told you isn’t necessarily the whole picture. 

One answer can change the direction of the entire conversation. So how do you recognize when there’s something more beneath the surface and know which direction to go next? 

That’s where we’re going in the next lesson.

• Keep It Simple: At this stage, you're not diving deep into the product. Focus on guiding them to the simplest option that meets their needs. Over-explaining or getting into the weeds can lead to confusion.     
• Use the Right Resources: Direct your prospect to a specific site, not the overwhelming company site. The site should be simple, easy to navigate, and should contain the most relevant information for beginners. The idea is to get them comfortable enough to explore on their own later.     
• Guided Exploration: During the call, both you and your prospect should open the site on your phones. Walk through it together. This allows them to become familiar with the site's layout and resources, like webinars or recordings, which they can refer back to later without needing constant help.

• If you feel there are aspects of the product or conversation that may need further clarification, ask permission to bring in a third party. Here's how you could frame it: "Hey, I'd like to have someone on standby just in case there's something you're concerned about that I may not understand yet. This person has been a big part of my journey and has guided me to success. They could really help us assess the right fit for you with the product, but I'd like to make sure you're comfortable with that first. Would that be okay?"  
• This approach ensures your prospect doesn't feel pressured or overwhelmed by a stranger. It also reassures them that this third party is part of a support system, someone who has already helped you succeed and will help them succeed too, just as you are.     
• By asking for permission and edifying the third-party, you're setting them up as a knowledgeable resource who can assist without taking over the conversation. This gives your prospect peace of mind and confidence that they're being guided by a support team.

• Avoiding Doubts: When your prospect receives guidance and feels confident about the product, they're less likely to have doubts or get swayed by negative influences later (from loved ones or others).     
• Building Confidence: When prospects see that they don't have to know everything to get started, it encourages them. It also shows them that there's a support system in place.     
• Eliminating Confusion: Paper information or too many details don't guide a prospect effectively. You need a tool that responds back to them---like a website or video---that helps them understand the product without feeling overwhelmed.

• Encourage Action: Once they've explored the site and seen the options, guide them to take the next step. This might mean setting up another conversation or letting them digest the information before making a decision.     
• Equip Them for Future Conversations: Most prospects will go home and share what they've learned with someone close to them. It's important to make sure they're armed with the right information that will help them explain it accurately.  
• Validate Their Questions: Expect follow-up questions, and be ready to answer them, but remind them that they don't have to make a decision immediately. Giving them the right resources will help them when they come back with questions.

• Support System: Make sure they understand that if they choose to move forward, they're not doing it alone. There's a team and a support system ready to help them at every step. This is essential for new students who might feel uncertain or overwhelmed.

• Remember, assessing fit isn't just about matching a product to a need, it's about helping your prospect feel confident, reassured, and supported. You're not pushing them to buy, but guiding them to the right fit so that when they're ready, they can make an informed decision. Take your time, be patient, and let the tools---like the website and the support system---do the heavy lifting.