The four prospecting steps:
- Build rapport.
- Introduce your business into the conversation with an Ice Breaker.
- Close your prospect (get a decision).
- Give a presentation.
The company pays us to get a decision. Step #3.
The company wants us to do step #1, #2, and #3.
The company already has tons of literature, websites, and videos for step #4, the presentation.
The only thing the company doesn’t want us to do is step #4. The presentation. The company can do that for us. They already have a video or a website or an opportunity meeting.
So a new distributor does this:
Skip step #1.
Skip step #2.
Skip step #3.
And says, “I am excited. Let me go out and give some presentations!” (Step #4.)
Yeah, the distributor skips to the only step he is not supposed to do.
Most people reading this totally “get it” – but if this sounds strange to you, then maybe no one ever told you about how network marketing actually works in the real world.