Think about it. Almost everyone would love the benefits of your product or your service.
And everyone wants more money.
Yes, your prospects are pre-sold on your business.
The only thing you have to do is not talk them out of it!
That means you don’t want to set off the “salesman” alarm. If you do, the prospect won’t believe another word you say.
You can set off the salesman alarm easily. Think of car salesmen. When they say:
“What’s it going to take to get you into a car today?”
You immediately feel the sales alarm go off inside of your head.
What are the words and phrases that you use to set off the salesman alarm?
Just record a few of your opening sentences. Listen closely. You’ll hear them. 🙂
When I teach “The Magic Sequences of Words,” I not only show how “good sequences” go directly to the decision center of the mind, but how “bad sequences” go there also.
Want some examples of “bad sequences” that kill our business?
Just think of how the decision center of your mind reacts to these sequences:
“I have a ground-floor opportunity … ”
“Would you be interested in … ”
“Opportunity meeting … ”
“I am looking for a partner in this area … ”
“Have you considered a Plan B … ”
Not pretty, is it?
So review the words and industry phrases that you are using now in conversation. Are they serving you, or are they turning your prospects against you?
Would your friend keep a business opportunity secret from you?
Everyone tells us to be a leader, but they never tell us how. Dale Carnegie tells us exactly how.
1. Begin with praise and honest appreciation.
2. Call attention to people’s mistakes indirectly.
3. Talk about your own mistakes before criticizing the other person.
4. Ask questions instead of giving direct orders.
5. Let the other person save face.
6. Praise the slightest improvement and praise every improvement.
7. Give the other person a fine reputation to live up to.
8. Use encouragement.
9. Make the fault easy to correct.
10. Make the other person happy about doing the thing you suggest.
— Dale Carnegie (1888-1955)
I attended a workshop in Thailand and the speaker asked a student:
“So how much money do you want to make in your business?
The student answered:
“A million dollars a year.”
The speaker then asked the student:
“How many prospects do you talk to each week?”
The student answered:
“About 4 or 5 prospects.”
The speaker said:
“There is a giant disconnect here. It appears that you want to talk to only 4 or 5 people a week much more than you want to make a million dollars. To make a million dollars you will have to talk to at least 30 or 40 prospects a day. It will take a huge effort to make that million dollars.
“So tell me, what are you going to decide to do? Are you going to decide to talk to 30 or 40 prospects a day to have a chance to earn a million dollars?
“Or are you going to choose to only talk to 4 or 5 prospects a week, accept a small bonus check, and lie to yourself and fool yourself into believing you can eventually earn a million dollars?”
Now, that is harsh. But so true.
Wishing, wanting, and hoping are easy to do. Everyone does that.
But look at the activity you are doing now. Is that the activity that is going to earn you the bonus check you really want?
Consider these definitions.
To be a coach, you don’t have to know how to do what you are coaching. Many coaches simply listen to their distributors and tell the distributors they already know what to do and how to do it. As coaches, they simply hold the distributors accountable for their actions.
These coaches don’t have to be good sponsors, good presenters, or good leaders. They simply hold the distributors accountable, and attempt to motivate them into action by talking about their “Why,” etc.
To be a mentor, you should already have the skills the distributor seeks to learn. In this case, the distributor does not have certain skills and experiences, and seeks the answers from the mentor. The mentor is not responsible for motivating or holding the distributor accountable. The mentor assumes the distributor is already highly motivated and will put the lessons into action.
To be a mentor, you must first master the skills the distributor seeks. And if you master the skills, the distributor seeks you.
And what if the distributor is not self-motivated? Well, the distributor won’t be seeking you out. 🙂
Are you simply a coach that talks a good talk? Are you a coach that motivates distributors to take action? Are you a mentor that has mastered skills and can pass them on to self-motivated people?
Or, are you simply a lousy sponsor that recruited a distributor and quickly moved on to finding your next new distributor?
1. Write down the exact first sentence you will use to start your presentation.
2. Write down five or six “Ice Breaker” first sentences to get cold prospects to instantly ask you for a presentation.
3. Write down the three questions you need to answer in every presentation.
4. Write down the exact word phrases you will use to get your message inside your prospect’s mind.
If your new distributors cannot write down the answers to these basic beginner skills, then it is too early to leave them on their own. You will have to teach them these skills first.
1. From Mark Davis: “A great way to lose weight is to eat while you are naked and standing in front of a mirror. Restaurants will almost always throw you out before you can eat too much.”
2. From Sam Pitts: “A new study shows that you can now drink all the beer, wine, and even whiskey that you want, and it won’t cause you to get fat. The study suggests that drinking all you want will in fact cause you not to be fat, but lean. You will lean on the chair, the table, the bar, the car and even the commode.”
Prospects respond to offers.
Sometimes how you describe your offer is more important than the offer.
Go to a department store or grocery store. You’ll see signs that say:
“Everyday Low Price!”
What does that mean? Is the item discounted? No.
The item is the same price as it was yesterday before the “Everyday Low Price!” sign was installed.
However, prospects perceive the item to be a bargain … and sales of that item increase.
The offer is the same. It’s just how the offer is described.
So, one little change can make a big difference. Why not review how you describe your products, services and opportunity?
Maybe a small change will help your prospects get excited.
For example, instead of saying “residual income” … why not say “extra paycheck” instead? See if your prospects’ eyes light up with just a different way of saying the same thing.