“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.
Change happens. Change is never comfortable, but it always happens.
The leaders who go to the top in network marketing accept change, good or bad, as part of life. They make decisions, then get on with life. They make the best decision they can, then live with it. They don’t spend endless hours second-guessing their decisions.
Why adopt this strategy?
Think of it this way. You could try to manipulate changes into perfect solutions. Well, we know that will never happen in our non-perfect world. You would be busy for the rest of your life manipulating a change from 10 years ago.
So accept change. Make a decision. Then get on with building your network marketing business.
“Character is who you are. Reputation is merely what others think you are.” — John Wooden
This famous basketball coach simply asked his players to perform to the best of their ability. He told them not to worry about the opposing players because they could only control themselves. If they played hard, the outcome of the game would normally be in their favor. They could not control if the other team had a lucky game.
It’s the same in network marketing. Don’t worry about the outside influences that you cannot control. Instead, worry about what you can control — your own personal performance.
And learn the hard-core skills of communicating to people you can control. So instead of idle chit-chat or talking or presenting, learning exactly how to communicate to their subconscious mind’s programs is the skill we should concentrate on.”
If you commit to performing to the best of your ability, your bonus checks will take care of themselves.
Many distributors communicate at the lower levels of communication. To improve our sponsoring, we should try to communicate at the higher levels.
Here are the levels, starting at the lowest level:
1. Email. Hard to make any kind of connection in an email.
2. A physical letter. Great chance to write something in the margins or to highlight a phrase.
3. A phone call. Ooooh, much better. You get two-way communication, feedback, and can address the prospects’ questions instantly.
4. A video call. You can get feedback and see the expression on your prospects’ faces. You can even watch them roll their eyes and fall asleep.
5. Person-to-person. Total body language feedback and more.
But the very highest level of communication?
6. Person-to-person over food. No one ever gets mad at you over food. Meet someone for lunch or over coffee to insure great, friendly presentations.
Ask great questions and then wait for your prospects to really think about the consequences.
Don’t break the silence. Allow your prospects to develop their own internal motivation from these questions. Here are a few good questions to ask your network marketing prospects:
Most of the questions I get have to do with who to talk to and how to talk to them.
Searching for good niches of prospects is secondary.
How to talk to prospects is primary.
No matter how good the prospect is, we can say the wrong words. I had years of experience doing just that. Too many distributors try to fix their bad choice of words by finding new and better prospects to ruin. Not exactly a good plan.
Better words means you can capture more potential prospects. It’s just that simple.
There are four different personality types:
Each personality type sees the world differently. That means we have to talk to each of the personality types differently.
You are one personality type. It is easy for you to talk to others who have the same personality type, but you instantly ruin the prospects who aren’t like you.
Here is the payoff. If you can learn how to talk to the other three personality types, you would sell or enroll four times as many people! So this skill is worth learning.
If you want to learn more about the four color personalities, check out the book or audio here:
“I’m trying this business. Hope I will do well. Do you want to join?”
Okay, that’s not exactly what we say, but that may be what our prospect hears.
Most prospects are followers. They don’t want to follow someone who is not committed to getting to their destination. They don’t want to waste their time following someone who is going to turn back.
We must assure our prospect that we will do whatever it takes to get to our destination. That will make the decision to follow us easier for our prospect.
“There are two types of people in the world. Those that are open-minded and looking for opportunity, and those that are closed-minded and willing to accept whatever their boss will give them.”
This statement will help open up your prospect’s mind, so your prospect can lean forward, and look for reasons why your opportunity will work for him.
During a conference training call, I only had 30 minutes to talk, just enough time to irritate the listeners by telling them that their presentations were useless.
They protested by saying their prospects were different. Their prospects would make the final decision to join their business based upon … (and this is funny) … FACTS!
So I challenged them about some of the killer facts they had about their business. Here are some of the facts and my comments:
* “We are the 17th largest MLM company in the world.” – Gee, if size mattered, why wouldn’t the prospect join one of the 16 companies larger than you?
* “We are the 37th fastest growing company in the INC 500 list.” – Wow. Why should I take a slow grower like you when I could pick an even faster grower? I’ve got 36 better candidates to choose from.
* “Our product is patented.” – Let’s see. About a few million other products are patented, too. And most patents require an investment of a couple hundred dollars to get the paperwork. Not too impressive.
* “We pay out a full 50% in our compensation plan.” – Well, if I should make a decision based upon percentage payout of a compensation plan, then maybe I should join one of the hundreds of programs that pay out more than 50%.
* “We are a 17-year-old debt-free company.” – If length of time was the decision factor, shouldn’t I join a company that is older than yours? And wouldn’t debt-free mean that your accounting department didn’t know how to use leverage to lower its costs? Ouch.
* “Our chief scientist taught at a prestigious medical school.” – This sounds more like, “My scientist can beat up your scientist.” So should I join a company who has a better scientist who got some cool awards, or maybe a Nobel Prize?
* “Our management team has 84 years of combined networking experience.” – Well, I have 60 years of dieting experience, and that doesn’t make me thin. So are you telling me that I should join a different company who has a management team with more than 84 years’ networking experience?
* “Our secret ingredient has more antioxidants than their secret ingredient.” – So if I join your company, and I find another company that has 2 more units of antioxidants, then I will have to quit your company and join them?
Okay, starting to see a pattern yet? I’m sure you get the point. It is not the facts in our presentation that affect our prospects’ decisions.
Stop using presentations to get prospects to make decisions. Instead, learn the skills of how to close and how to do our business instead of living in some fantasy world where we think that facts make a difference.
As a wise man once said, “Figure it out.”