Once you understand this, it gets easier.

In every workshop, I stress that success is not in “finding” the right prospects, success is saying the “right words” to prospects.

You can find thousands of great prospects, and ruin them all, by using the wrong phrases and words.

You can say the right words, and neutral people become hot prospects.

No matter how many times I insist this is true, at the end of the workshops, people ask me where to get “hot leads.”

So here is a short two-minute video that proves that we should stop looking for good people, but instead, learn what to say. You’ll love it.

http://bit.ly/elKrci

Did you watch it?

What do you think?

  • May 22, 2017

How to take iron-fisted control of your prospects’ minds.

Prospects are reactionary. Most of their decisions are simple reactions to what we say and do.

Want an example?

I walk outside into the parking lot, and I give a stranger $100. Will the stranger react?

Of course. He might say things such as, “I won the lottery! Do you have any more?”

Now, imagine that I walk outside into the parking lot, I meet the exact same stranger, but this time I do not give him $100. This time, I give him a punch in the nose.

Will the stranger react?

Of course. He might say things such as, “Oh, that was rude. Was my nose in your way?”

One stranger.

Two totally different behaviors.

Did the behavior of the stranger have anything to do with the stranger? Or, did the behavior of the stranger have everything to do with what I said or did?

Bottom line:

If we don’t like the behavior of our prospects, all we have to do is change what we say and do. They will react to us.

That means sponsoring and selling is within our control.

So stop blaming prospects. Instead, let’s learn what we can say and do to get them to say “yes” when we talk to them.

  • May 19, 2017

So how much is too expensive for your product?

Ever hear this objection?

“I can’t afford it. It is too expensive.”

So what is the prospect telling you? The prospect is telling you, “No. You haven’t convinced me your offer is worth that much money.”

Everyone has money. They have money for an expensive car payment, an overpriced designer smartphone plan, beer, lottery tickets, beauty salon, eating out … and actually, plenty of money for things they want.

And if they don’t have enough money for the things they want, they borrow more money! They use credit cards! They get what they want.

So instead of trying to fit your product or opportunity into their budget, instead, give more value. People will pay for what they want.

 

  • May 18, 2017

How to get repeat customers for health products.

Prospects don’t buy from boring salespeople. Want examples of boring?

* We have pantothenic acid in our vitamins.
* Our scientist can beat up your scientist.
* We have pharmaceutical-grade quality control.
* Our unique, patented, registered, proprietary formula.
* Our organic, natural, supernatural ingredients.

If prospects don’t buy from boring salespeople and boring facts, what triggers their minds to make decisions to buy? Good question.

Prospects don’t pay attention. They have other things on their mind. All they generally hear from us are glimpses into our conversation. Their minds want to focus on something more pleasant than listening to a salesperson trying to sell them something.

One thing that will penetrate this lack of attention is using interesting word phrases. So instead of talking on and on about antioxidants, vital nutrients, blood sugar balance, etc, we should focus our attention on key phrases that our prospects will actually hear.

Over time, we will learn better words that help us sell health products. Better words motivate people to join, and to continue using our health products.

*** There are two places where words will make a huge difference. ***

#1. At the time of sale. When we present our products, we could use a technique called “sound bites.” These are short words or phrases that create pictures in our prospects’ minds that will cause them to buy. Here are some examples:

* “Dying early is inconvenient.”
* “Feel like we are 16 years old again, but with better judgment.”
* “One of the first symptoms of heart disease is instant death.”
* “Wake up in the morning feeling like a million dollars.”
* “Have more energy than our grandkids, so they whine, ‘Grandma! Grandma! Slow down, I can’t keep up!'”
* “Fall asleep within seven minutes of our heads touching the pillow.”
* “If we don’t take care of our body, then where are we going to live?”
* “Build a killer immune system, so nothing will take us out.”
* “Instant energy that you can drink.”

#2. Words that we can use in our conversation BEFORE we give our sales presentation. This is called pre-closing. We can get our prospects’ favorable commitment by giving them the big picture. Some examples:

Distributor: “I show people over 40 how to live longer. Would you like to know more?”
Prospect: “Yes. Tell me more.”

Distributor: “I help moms build up their children’s immune systems to fight off everything they are exposed to at school. Would you       like to know more?”
Prospect: “Yes. Tell me more.”

Distributor: “Mornings are tough. I help people fix that. Would you like to know more?”
Prospect: “Yes. Tell me more.”

Distributor: “Stress is … everywhere. Sometimes we marry stress. I have something that can help. Would you like to know more?”
Prospect: “Yes. Tell me more … now!”

==> But, we can get better.

What if we could alter the mindsets of our prospects? Instead of them perceiving us as a salesperson, they perceive us as a problem-solver?

How do we change our prospects’ mindsets? By changing our mindset. Prospects are reactive. The programs in the back of their minds simply react to our current mindset. If we change their mindsets, we will instantly change our results.

You can read the four mindset changes for free.

They are in the free Amazon preview of the latest “Big Al” book. Just click on “Look Inside” on the book image. Enjoy the great ways to get team members to have fun retailing their products and services.

Here is the link:

Retail Sales for Network Marketers

Bottom line? Our prospects make up their minds quickly. We have to use great words immediately or we miss our chance to have prospects make decisions in our favor.

It is the same situation for sponsoring new team members. Using magic words and phrases early in our conversations is better than giving a great presentation. The decision is made before our presentations begin.

If you need words and phrases to get new team members, download the two free recruiting and training audios at:

http://www.BigAlBooks.com/free

We can make our careers easier if we recognize that our prospects want to make a decision immediately because they have limited time. They have other things they want to put their attention to.

  • May 17, 2017

“What would you like me to do now?”

Here is another close that you can use with prospects.

“What would you like me to do now?”

When you use this close at the end of your presentation, all of the stress and fears of rejection leave you, and the decision is now up to the prospect.

Actually, the prospect now feels a bit of pressure to make a decision. The prospect must now decide to ask you to leave, or ask for more information, or say that he is ready to join, etc.

But the neat thing is … the prospect has to make a decision. And, you can use this close to gracefully end your presentation.

Yes, this is very low-pressure, but I always like to treat prospects as adults.

  • May 14, 2017

What are some good first sentences?

Here are some that I’ve read recently or heard at my workshops before:

* “Retire with dignity and with a full-time paycheck.”

* “The special tablet supermodels use to keep thin!”

* “The secret paycheck your neighbor isn’t talking about.”

* “How a 21-year-old college student earns over $5,000 a month by helping people fill out a change-of-service form.”

We only get one chance to make a good first impression. Our opening sentence is everything.

The truth is: Our prospect has already started making the final decision within seconds of us starting our presentation. We need to learn how to manage this.

 

  • May 10, 2017

How to get repeat customers for diet products.

In the early 1970s, I was selling vitamins. Nobody wanted vitamins. The idea was too new.

But fortunately we still had fat people back then. Many people wanted to lose weight. I thought, “If I can’t sell vitamins, maybe I can reposition them as diet products?” But the idea of diet products was still too new also. So, I created an alternate plan.

I created my first diet club. Now, this wasn’t an ordinary diet club. I had no budget. I had no location. So here is how I did it.

I asked one of my “larger” vitamin customers if she would like to host a free diet club in her home. She said, “Of course. I have several neighbors that would like to join. We could meet at my house on Tuesday mornings. Sounds like fun.”

I explained how the diet club could help the attendees, but that it would be more of a social event. This made it easy to get six members immediately. People love being social.

For the first meeting, I brought a scale. Everyone weighed in so that we had a starting weight for each member. That took about 15 seconds for each person to weigh in. I explained how we would have a winner each week. Of course, that would be the person who lost the most weight that week.

Next, I would explain how an exercise would look if they decided to try one. This amused them while they drank their coffee and ate cupcakes. Then, we proceeded to eat the treats everyone brought. Easy first session.

The next week, we had the weigh-in. I awarded a “traveling trophy” to the winner who lost almost half a pound. (Some weeks I had to award the trophy to the person who gained the least.) Now, this created competition among the members. They created new ways to cheat almost every week. Some weeks they would wear heavy clothes and big boots so that the following week they could be the winner when they wore only light clothes.

Because this was a “traveling trophy,” I only had to buy one trophy. The trophy was passed on to the new winner each week. But, the ladies got even more creative. Because they were friends, they enjoyed teasing each other. The loser for the week had to put a poster on their refrigerator for the week. The poster was of a rather large person bending over, looking into a refrigerator. Since they were friends, they would go and check the loser’s refrigerator during the week. All in great fun.

Every week I would spend one or two minutes describing an exercise or a tip about proper eating, ate lots of yummy desserts, and took orders for vitamins. Then we would break to try the different desserts everyone brought.

The members appreciated my efforts and rewarded me by purchasing vitamins regularly. Maybe in the back of their minds they thought the vitamins might give them an edge over their friends. So each week I delivered plenty of vitamins at the diet club.

Did anyone lose weight? Not really. They happily told their husbands they were going to a weekly diet club. However, I am sure many of them became healthier by taking vitamins regularly.

This was so easy. Participants loved the weekly meetings and loved the new desserts everyone brought. This diet club became so popular, I was forced to open several more. These were the easiest retail sales I ever made. I showed up with a scale, gave a diet tip, ate lots of yummy desserts, and took retail orders for vitamins. I gained a lot of weight running these diet clubs.

Over time, I learned to say better words at the diet clubs. Better words motivate people to join, and to continue on diet products.

*** There are two places where words will make a huge difference. ***

#1. At the time of sale. When we present our products, we could use a technique called “sound bites.” These are short words or phrases that create pictures in our prospects’ minds that will cause them to buy. Here are some examples:

* “Willpower in a capsule.”
* “The ultimate fat-blocker.”
* “The fat assassin.”
* “Pinch an inch.”
* “Love handles.”
* “Muffin top.”
* “Calorie-killers.”
* “Chocolate-flavored weight loss.”
* “Fit into your ‘skinny jeans.'”

#2. Words that we can use in our conversation BEFORE we do our sales presentation. This is called pre-closing. This could be during our personal story. Some examples:

* “Turned my body into a fat-burning machine.” These words will stick in our prospects’ minds later during our presentation. These words are hard to forget. They imagine burning their excess fat while watching television. 🙂

* “Nobody wants cottage-cheese thighs.” When we say these words, our prospects feel motivated to avoid that picture in their minds of dimpled thighs.

* “Rabbit food is for … rabbits. We want real food.” Our prospects are thinking of their favorite subject … food. They realize we understand their passion for eating and this creates trust and rapport.

==> But, we can get better.

What if we could alter the mindsets of our prospects? Instead of them perceiving us as a salesperson, they perceived us as a problem-solver?

How do we change our prospects’ mindsets? By changing our mindset. Prospects are reactive. The programs in the back of their minds simply react to our current mindset. If we change their mindsets, we will instantly change our results.

You can read the four mindset changes for free.

They are in the free Amazon preview of the latest “Big Al” book. Just click on “Look Inside” on the book image. Enjoy the great ways to get team members to have fun retailing their products and services.

Here is the link:

Retail Sales for Network Marketers

  • May 6, 2017

Ask heart-stopping questions.

Asking questions is a good way to get your prospects thinking.

You can make your prospects stop, think, and really consider your offer if you ask interesting, heart-stopping questions.

For example, here are two ways to ask questions. Which way do you think will get the best results?

A. How do you see your financial future?
B. Will your boss give you a raise next year?

A. What is your weight management goal?
B. Do you want to lose 15 lbs. before your class reunion?

A. Want to save $3.16 on your next long distance telephone bill?
B. Are you tired of your phone company ripping you off?

You see, it is how you ask that makes a difference.

  • May 5, 2017

Get inside your prospects’ minds with a story.

Here is one of my favorite mini-stories:

Food for thought.

One married couple goes out to a restaurant twice a week for dinner. They spend $160 a month on eating out. They get fat.

Another married couple invests $160 a month in their own network marketing business. They stay slim and healthy. In a few years, they retire.

I like this. It opens up the prospects’ minds and lets them know that a small change of behavior can make them successful. Also, I don’t get the objection, “I can’t afford it.”

They are already spending the money they need to participate in their own network marketing business. Now it is a matter of choice. Do they want to continue to dine out or would they rather eventually own the restaurant?

  • May 1, 2017

How to sell skincare and cosmetics quickly.

When is the best time to know what to say to a great prospect?

#1. After we meet that prospect?
#2. Or, before we meet that prospect?

If we want to sell cosmetics and skincare, and get new customers, what we say will make a huge difference.

Look at this example of an ad headline:

#1. “Stuff for sale.” (Pretty boring.)
#2. “Divorce sale. His stuff cheap.” (Tells a story and is much more interesting.)

Obviously the second headline will work better and attract more buyers. It is the same when we talk to people about our skincare and cosmetic products.

*** There are two places where words will make a huge difference. ***

#1. At the time of sale. When we present our products, we could use a technique called “sound bites.” These are short words or phrases that create pictures in our prospects’ minds that will cause them to buy. Here are some examples:

* “Wrinkle-shrinker.”
* “Luxurious eyelashes, without pasting them on.”
* “Feels so good that you can’t stop touching your skin.”
* “Make our skin younger while we sleep.”
* “Look like a movie star in just 8 minutes.”
* “Keeps wrinkles away an extra 15 years.”
* “Make us look like the younger sister.”
* “Lipstick that stays on our lips instead of cups.”
* “A year-round tan without the sun damage.”

#2. Words that we can use in our conversation BEFORE we do our sales presentation. This is called pre-closing. This could be during our personal story. Some examples:

* “I did not want to be one wrinkle away from a prune.” These words will stick in our prospects’ minds later during our presentation. These words are hard to forget.

* “I never wanted my face to look older than I was.” When we say these words, our prospects picture themselves saying the same thing.

* “I did not want to leave the house looking like I graduated from the clown school of makeup.” The back of our prospects’ minds think, “I want to make sure my makeup is coordinated and not piecemeal.”

* “Well, you know how cheap makeup makes us look … cheap.” Because we use the “Well, you know how …” opening, our prospects easily accept this as a fact.

==> But, we can do better.

What if we could alter the mindsets of our prospects? Instead of them perceiving us as a salesperson, what if they perceived us as a problem-solver?

How do we change our prospects’ mindsets? By changing our mindset. Prospects are reactive. The programs in the back of their minds simply react to our current mindset. If we change their mindsets, we will instantly change our results.

You can read the four mindset changes for free.

They are in the free Amazon preview of the latest “Big Al” book. Go to Amazon with the link below and just click on the “Look Inside” on the book image. Enjoy the great ways to get team members to have fun retailing their products and services.

 

Retail Sales for Network Marketers

Retail Sales for Network Marketers

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  • April 30, 2017