Sleaze Shallowman, the sleaziest worthless sponsor in MLM, says, “Macho closes aren’t for wimps. They are for fearless, sleazy, worthless sponsors who learned closing from door-to-door, used-car salesmen from the 1960s.”
Watch how Sleaze Shallowman hard-closes his prospects, John and Mary.
* * * * * *
John replied, “No Sleaze, I don’t think Mary and I would be interested.”
“Interested in what? I haven’t shown you my business opportunity yet.” Sleaze knew he had to act fast to salvage this appointment.
“Not interested in anything. Mary and I are happy with our jobs and really don’t want to complicate our lives.”
Sleaze was rising to the challenge. “John, I understand how you feel. I felt the same way when this wonderful opportunity was presented to me. However, I considered myself open-minded, so I took 15 minutes to check it out. You do consider yourself open-minded, don’t you?” (The classic feel, felt, found objection killer.)
“Of course I’m open-minded, Sleaze, but I just don’t want to get involved with anything right now. Why not try the Jones or the Smiths down the street?”
“John, that’s just the reason I want to talk to you now. Because you know people like the Jones and Smiths, you need to investigate this opportunity TODAY!” (The sharp angle close.) Boy, what a comeback, thought Sleaze. Sleaze sprained his arm patting himself on the back.
“Sorry, Sleaze. No can do. Mary and I are leaving for our son’s Little League game and you’ll just have to take your opportunity elsewhere.”
“What I am hearing you say is: ‘The opportunity may be interesting, but we can’t fit it in right now.’ Is that right, John?” (The re-framing objection technique.)
“No, Sleaze. Don’t twist my words. What you are hearing me say is: ‘No. That’s final. I’m leaving for my son’s game.'”
“John, the fact that your son’s game is important to you is the very reason you need this opportunity. You do love your family, don’t you?” (The famous Sleaze boomerang close.)
“Listen, Sleaze. You are a jerk. I don’t have time to stand around and argue. Get lost.”
“Okay, John. No problem. Guess I shouldn’t have pushed so hard to show you this opportunity. It’s just that as soon as I came across this opportunity, all I could think of was how it could help you and your family. I know it’s important for your family, but I didn’t mean to be insensitive, especially since you’re in a rush. Tell you what. Let me come back when I won’t be interfering with your son’s game. Would Tuesday at 6PM or Wednesday at 8PM be better?” (Alternate choice close.)
“Sleaze, try enrolling in the School for the Hearing Disabled. Not only do I not want your opportunity, I don’t even want to be associated with you. Got the message?”
“John, I’ll be glad to step aside for you and Mary’s benefit. Maybe I didn’t go about it the right way. I’m sorry if I offended you. But John, please don’t confuse the message with the messenger. Let me leave this information package behind that explains the business opportunity and you can evaluate it on your own time – when I’m not around.”
“If taking the information package gets rid of you, give me the information package.”
“John, I’ll be by Thursday of next week to pick up and discuss the information package.”
“Sleaze, don’t bother picking it up. I’ll mail it to you. Our family is busy on Thursday.”
“Sure John, I understand. When would you be mailing the information package back?”
“I’ll drop it at the post office on my way home on Wednesday.”
“Because of all the trouble I’ve caused you John, let me save you a few dollars’ postage. I’ll meet you at the post office on Wednesday night. You can just give me the information package and I can answer any questions you have at the same time. Fair enough?”
* * * * * *
This is ugly. And, this is how some prospects see us as network marketers. Pushy, only worried about our agenda, and practitioners of stupid closing techniques that were taught 50 years ago.
Network marketers fear closing because it has such a terrible reputation. And with people like Sleaze Shallowman, network marketers avoid closing because we don’t want to repeat his mistakes.
Fortunately, times change. In the last 50 years we have learned more about how the human mind makes decisions. Today, network marketers can use better closing techniques that are non-offensive and non-embarrassing. And now we know that we have been closing our prospects at the wrong time. That helps.
The bottom line? Closing prospects can be fun. We can close prospects under the radar with no rejection. How good is that?
We know this instinctively. That is why we cringe every time we hear some of these objection-handling techniques. So if we are going to do network marketing for a living, now is the time to learn the exact closing skills we need to be effective in today’s world. The penalty for not doing this is sounding like Sleaze Shallowman.
Want to read more?
We wouldn’t feel nervous if we were to make a small speech to a group of preschoolers. Even a speech to a kindergarten class would be easy.
Why do we feel this way? Because we feel we have more knowledge and experience than our audience.
We can continue giving speeches through high school, university, and all the way up to the experts in any particular subject. At some point, we are going to feel nervous because we don’t feel we have the same knowledge and experience that our audience does.
So here is the hint.
If we don’t want to feel nervous, we prepare more, research more, and experience more than our audience. When we do this, our nervousness goes away.
People respect and admire someone who speaks in public. Logical? No. But if we can speak in public, we go up in value in our prospects’ estimation.
Want another little secret that can change everything in our public speaking? The answer is in the title of this book I did with Mark Davis.
My friend, Barrett Matthews, is one of the most motivated people I know. What I like about Barrett is that he takes personal responsibility to the extreme. In his book, “Why Didn’t You Get It Done?”, he certainly did not hold back.
I am not much of a reader of motivational books, but I like the conversational style and the “in your face” dialogue in Barrett’s book. I don’t think I would ever use an excuse around him.
If you haven’t read his book, here is the Amazon link:
Even if you don’t buy his book, at least read the free preview on Amazon. You will definitely appreciate how and why we should take personal responsibility for our lives. While I have not tried this personally, I think I would force an unmotivated teenager to read this book. This would be a great time for that teenager to change his or her life.
I will be doing an interview with Barrett in August. If you would like to listen in, let us know here and I will be happy to forward you the details.
“Yes” Decisions Before The Presentation!
Instead of selling to customers with facts, feature and benefits, let’s talk to prospects in a way they like. We can now get that “yes” decision first, so the rest of our presentation will be easy.
You can get the new book on Amazon now:
Getting a “yes” decision first makes sense. Why would we even want to present our business or products unless our prospects wanted them first? Now our prospects will love every detail of our presentation.
No stress. No rejection. And a lot more fun.
“The One-Minute Presentation: Explain Your Network Marketing Business Like A Pro.”
Currently available in Kindle and paperback:
Learn the real reason prospects join … in less than three minutes!
Check out the audio here!
I graduated high school with no money skills. I wish one teacher would have taken the time to give the class a 10-minute lesson on money. That’s all it would take. Managing money to create wealth is not rocket science.
It is not that complicated. Just a few guidelines would have made everything easy. For example:
1. Buy stuff that goes up in value instead of down in value. What goes up in value? Investments in land, securities, our home. What goes down in value? Cars, costume jewelry, concert tickets, eating out.
2. Avoid debt. Debt is rewarding ourselves with things we have not saved for. What sounds better? Working hard and giving our salary to someone else to pay our debt? Or, having other people work hard and give their salary to us … to pay their debt to us?
3. Keep overheads low. A less expensive apartment and car means we have more money to buy stuff that goes up in value.
4. Invest in ourselves. We can double our income for the same amount of hours worked, if we learn good skills.
That’s it. In 10 minutes, teachers could change their students’ lives.
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?”
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?
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.
Prospects don’t buy from boring salespeople.
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.
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:
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!”
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?
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.
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’s the link…
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.
Simply enter your email address and we’ll send you the link to download two FREE audios “Magic Words for Prospecting”.
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.
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.
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:
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:
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.
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: