All posts by Tom Schreiter

What you shouldn’t say to prospects.

“I have a unique patented product, endorsed by some famous person who we gave money to so he would say we are great, with the highest quality ingredients, picked under a rock in China at midnight by elves …”

Salesman alarm?

I think so.

Instead, letโ€™s concentrate on using our “Ice Breaker” techniques to get the prospect to lean forward and ask us for a presentation about our product or opportunity. That way we never set off the salesman alarm.

Ice Breakers!

Ice Breakers!

Series: Rapport
Tags: audio, eBook, English, Paperback

Create unlimited Ice Breakers on-demand. Your distributors will no longer be afraid of prospecting, instead, they will love prospecting.

More info โ†’
Buy now!

The Secret of Natural Attraction.

I don’t know the secret of “natural” attraction, but I certainly can create attraction.

You don’t have to be charismatic, brave, a superstar, or a magician to attract people to you. That’s great, because I am none of those.

Want to attract people and prospects? Here are two ways.

1. Use something out of the ordinary. People lead boring lives. If you have a Chevy Lumina Stretch Limousine, you will attract all the people you want. Here is a picture of this “one of a kind” vehicle.

 

My friend, Aaron, bought this vehicle from Tim Rose. Both report that everyone who sees the vehicle wants to rent it, or at least start a conversation.

Maybe your product or opportunity lends itself to the extraordinary. If not, get a unique attraction magnet like the Chevy Lumina Stretch Limousine.

2. Attract people by having what they want. Having what people need is boring. People need insurance, mortgage money, food, cars … but that won’t motivate them to contact you. If you have what they want, people will come and stand in line.

Here is an example.

People need to see a dentist to get their teeth cleaned. No excitement in that.

But if you have a toothache, you will beg for an appointment and never negotiate the price because you desperately want to get rid of the pain.

People want a once-in-a-lifetime vacation, the dream car, to be debt-free, the chance to attend the Oscars, and to stay home with their family and have the life they dreamed about in high school.

If you have these things, people will be attracted to you. So do you have a solution that can get these things that people want?

If you do, all you have to do is attract all the prospects you want to your solution by using sound bites, magic sequences of words, word pictures and medium- to high-level communication skills.

You don’t have to have “natural attraction” – you can create it. ๐Ÿ™‚

The Eavesdrop Approach.

Do you have trouble getting prospects on an opportunity presentation teleconference call?

Are they afraid of being “sold” by listening to the sales presentation?

Relax your prospects by offering to have them listen to a “training call.” They can listen to one of your teleconference trainings without the fear of being “sold.”

This is a great way to involve your leads and prospects without creating resistance. If you work hard to find leads, why not do your best to help them see your business in a stress-free way?

Tools are for… amateurs.

Many distributors use tools to build their business. They buy CDs, DVDs, magazines, literature, samples and more to hopefully get their prospect interested in their business.

But have you ever seen a big MLM leader carry around a big flip chart? A Power Point presentation? Handfuls of brochures?

No, of course not.

The leader has learned the skills of how to get the prospect interested by changing the prospect’s mindset.

And tools do a lousy job of changing people’s mindsets.

So if you are a brand new distributor, of course you’re going to spend lots of money on tools because you don’t know what to say to change your prospects’ mindsets.

But, as soon as you can, learn the skills of changing your prospects’ mindsets effectively and immediately. Learn how to talk to people.

When you don’t have time to build a relationship for your MLM business.

When you contact a referral, or when you call a prospect from a list of MLM leads, you don’t have days or months to build a relationship. So how do you present your opportunity?

Don’t start with all the neat benefits of your opportunity. Don’t tell the prospects about the wonderful bonus checks, the trips, the cars, the incredible products, the company founder’s background, etc.

Instead, remember that people buy things to solve a problem.

So position your presentation to solve a problem for your prospect.

Talk about how your opportunity will make it easier for the prospect to take more time off work, how your opportunity will make it easier to pay bills with that extra check every month, or how your opportunity will provide the extra car for the spouse.

Prospects don’t care how great your opportunity is. They simply care about their problems. That’s the shortcut when you don’t have time to build relationships.

Network marketing is a lot easier when you know what to say and what to do.

I am shy. How can I change and overcome my fear of talking to people or selling to strangers?

Do you ever notice that the successful network marketers have a positive personality type?

Does the positive attitude come from them being already successful?

Or, maybe these successful network marketers had the positive attitude first — and that positive attitude propelled them to success?

You be the judge.

While it is easy to have a great attitude when you are already successful, usually the positive attitude comes first and demonstrates itself by attracting success.

How can people overcome their fear of contacting prospects?

It’s a matter of desire. People usually get what they want most.

For instance, there is a choice between a good television show and attending an opportunity meeting. Some people will want to see the television show more than they want the success that comes from attending opportunity meetings with guests.

So, they watch television because they truly want that more than the long drive to hear a boring speaker at the meeting.

The same holds true when talking to people. What does a person want more?

Does this person want the calm, non-threatening day-to-day life void of rejection?

Or, does this person want prospecting success more than he desires to avoid rejection?

Sobering, isn’t it? Many people say they want success, but deep down they want activities that pose a lesser challenge.

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