Hi guys, so here we are, we [intlink id="337" type="post"]picked people interest to have them asking for more[/intlink], we [intlink id="354" type="post"]discovered why the subconscious mind is where it all starts[/intlink] and we [intlink id="373" type="post"]validated the 3 rules for a happy prospecting[/intlink]. I you follow my thinking, you know that the ultimate goal is to have your prospect asking you for a presentation. If you’re thinking home meeting, corporate event, you can’t be more wrong. Do you know many people ready to go to a “meeting“? I don’t. Believe me, I tried! That doesn’t sound fun at all after a long day at work! Do you want to know how to make sure you can present what you have, guaranteed, without people bailing on you? Check this one out.

So, remember how you pick your prospect mind to have them asking you for more?

“Hey Mary, I just found out…

[Benefit statement] = how secretary’s  can make more money part time than their bosses do full time. If you’d ever like to know more about, just ask.

Could you please pass the [salt]?”

Mary:

“What?  How does that work?”

Now you’re leading the conversation, you have the power because you are in the strong position. But be careful, now is the trickiest part of all and you don’t want to raise the “anti-sales” filter. So what you say next is crucial and it will determine if your prospect will ask you for a presentation. If you want one that will work almost 100% of the time, use this one:

“Well Mary, I can give you a presentation but it would take an entire minute.  When do you think you could give me an entire minute.”

And your done! This is so powerful because all prospects will reply…

“How about now?”

There you have it. You have your prospect asking you for a presentation NOW! How beautiful is that? And because the idea comes from them and not from you, they will be so much more receptive to what you have to say.

 Want some more benefit statements?

I just found out…

How to get a $100 tax refund every week
How to get 55 cents a mile for every mile I drive
How to get an extra paycheck every month
How to take one week vacation every month
How to retire at full pay in 3 years
How to pay for the kids education with no loans and no stress
How we can start our own business and fire the boss
How Mom’s can stay at home and make more money part time than hubby does full-time
How to get 100% health care coverage free.
How to have the complexion of a 16 year old but with better judgment
How to start a business and have the government pay for it
How to create an second retirement fund with money normally used to pay taxes
How to get relief from XXXX naturally and the government pays for it

Now that you have your prospect asking for it, I know what you are thinking… How can I present my opportunity or business in 1 minute?

Step 1: Ask 2 Powerful Questions

First thing first, you don’t want to speak as fast as you can and try to fit a half hour presentation in 1 minute. This is not the goal here. If you do that they will become confused and their “anti-sales” filter with start to block everything you say. This is the wrong approach.

Remember, we are sorting and not selling. You have brought the business up and they have asked you for more information. At this stage you are not trying to get their attention anymore, you already have it. You now have to move to the next step which is qualifying the person. This is how I would go:

“Well Bob, before we get started I have to ask you a couple of questions. Is that OK?”

We want to ask question to know what they are passionate about, what resonate for them. This helps you find out why they are interested and what is their level of interest. To do that you have to ask two simple, very important questions. The first one is to find out their “WHY”. It goes like this:

“Bob, what would you like more of in your life and what would you like less of in your life?”

This help people to open up. They will think about it and they will tell you what is it that they want to change in their life. It could be create a residual income stream for retirement. I can be create passive income to have more time with the kids. Listen very carefully and remember what they say. To get a little bit more information you can add something like:

“Bob, how would that take to make that happen?”

You’re trying to get a figure here for the following questions, to see what there target is and how serious they may be about this. Then, when you have all the information you need, you can ask the second question:

“Are you serious or just kidding around about paying less in taxes and getting $XXX for Y?”

This is were you use the information you got from the first question (XXX would be the amount they gave you and Y would be their “WHY”). This will show them that you listened to them and by doing so you will touch their heart.

Those two little questions are golden because they will give you all the information you need to qualify your prospect. It will give you their “WHY”, it will give you their monetary target and it will tell you if they are erious about it. And at the same time it will put you in a position of power because you show then that you are not kidding around with this. It is business and you can make their “WHY” come true.

Step 2: 1 Minute Presentation – Sort, do not Sell

This step is very simple and you can follow the scrip below. What you have to do is ask 4 questions and make sure that your prospect is a person you would like to work with. This is your primary objective. Here are the 4 questions that I personally ask to my prospects. You can adapt the questions so they fit your business.

You:

“Great. There are 4 things you would have to do to make that kind of money in our business. First, don’t change anything you are doing today. Continue to do what you do all the time, recommend things you enjoy like you have with books, movies and restaurants. Easy, right?”

The Prospect:

“Yes.”

You:

“Next help me identify find 1 or 2 people in the next week who would like to get paid to… [put your opportunity here, for example... "drink an all natural supplement, have more energy and improved health. Almost everyone today is more health conscious right?"] Does that sound like something you would be willing to help me do for $XXX a month to have Y?” [Use THEIR figure and reason]

The Prospect:

“Yes.”

You:

“Third, find 2 or 3 people just like you who would like to pay less in taxes and make an additional [Use figure and reason(s) for money they gave you], a month. We all know people who would like to earn a few extras dollars, isn’t that true?”

The Prospect:

“Yes.”

You:

“Finally, we work in teams. So would it be OK with you if I showed you and did the work with you until you were making at least $XXX a month and feel good about Y? [don’t wait for an answer] Do you think you would like that kind of support?”

The Prospect:

“Yes.”

—

And you are done! At this point you have finished your “qualifying presentation” and you are ready for the next step. Remember you are sorting, you are in control. If they answered “Yes” to all 4 questions they qualify for this step. If they answered “No” then you can thank them and disqualify them.

People feel fear toward things they don’t know. On top of qualifying them , the four questions do this in your prospect mind:

1. Make them familiar with recommending if they are not already.
2. Make them familiar with [your opportunity, for example "better nutrition or people who want more energy"] and they agree that it is good.
3. The are already familiar with what they want and you show them that you understand it clearly.
4. Give them personal assurance about what they are unfamiliar with and show them that they will not be alone.

Step 3. Close

You have to close at this point. You don’t want any questions as your role is to invite the prospect to review for more information. You’re an inviter, not a seller. Let the tools that you have available do the hard work for you answering the questions they may have. The tools will most likely do a much better job than you. The next step can be you sending them a CD or brochures, or it can be a 3-way call with your upline, a home kick-off, a hotel meeting, etc. It’s up to you do decide what you want to do next depending on the prospect. 

Good job, you did it. Now, do it again!

Network Marketing is a simple skill, not a talent. It is simple but not easy. Successful people were not born with Network Marketing talent. They studied, learned and practiced.

It is your turn to study, learn and practice. The best material I recommend to learn from is Mike Dillard Black Belt Recruiting. It is a 6-CD set and a booklet filled with incredible information about how to talk to prospects, how to follow-up and how to take care of the most common objections with simple scripts and incredible advice.

To get started and for a FREE 60 minute video interview with recruiting expert Mark Wieser and mike Dillard on those techniques and how Mark personally sponsors more than 250 a year, click on the banner below! This is a no BS gold mine.

“Normal is getting dressed in clothes that you buy for work and driving through traffic in a car that you are still paying for – in order to get to the job you need to pay for the clothes and the car, and the house you leave vacant all day so you can afford to live in it.” — Ellen Goodman

All we have to do is find people who are no longer willing to ‘settle for normal’, and it is easy. How do you do it?

Simple. There is a method that will have people asking for a presentation, several times a day. It works all day long, every day. But I want to encourage you to “prove” it to yourself first.

If you are still reading it is because you are serious about building your business. Your are serious but are you coachable?

Let’s take Nancy and Al as an example. Nancy and Al both live in the same town, know the same people. The both enrolled a year ago. Al is not getting checks, Nancy is cashing huge checks. Nancy and Al have a lot in common though:

• Paid same amount to enroll
• Same comp plan
• Same meetings
• Same product, upline and sponsor!
• Both are putting in 12 hours a week
• Both are motivated, excited and dedicated
• Both have the same belief level.

So why is Nancy cashing big checks while all is not ?

It’s simple: Skills.

Nancy is simply saying and doing something different than Al. Nancy is making presentations as often as she wants, Al can’t get a presentation or even an appointment. Dio you want to know what Nancy knows that Al does not?

Well, one thing is certain. Nancy did not keep doing what did not work. She did not buy into the biggest lie in network marketing. What is one of the biggest lie in MLM that most people believe in?

“You just have to find the right people, aka every ‘no’ gets you closer to a yes, aka whoever gets the most ‘no’s’ wins, etc.”

Nancy knows it all gets down to what she says and does in the first 6 to 8 seconds. Nancy is coachable. Al is cooperative but because he believes the biggest lie in MLM, he keeps doing the same thing. He is talking to everyone but nothing is happening. Nancy is talking to far less people and everything is happening.

Do YOU know how to talk to people to attract them to YOU?

If the answer is “no”, then keep reading and let me help you prove something to yourself. And you can prove you are coachable today at the same time. While in the presence of others today, both in the home and out in the world, say this little innocent catch phrase.

“OH! I just found out…”

And then drop a pen or reach down and scratch your ankle. When you come back to the upright position, look whoever you are talking to square in the eye and have a blank stare on your face. Observe, say nothing. Whoever you are talking to will be leaning forward. Say nothing and they will invariably say:

“What?”

or

“You just found out what?”

Observe their body language. Their attention level. Just tell them sorry, you lost your train of thought. You have them hooked and you can always come back to it later on when you feel it’s right. Remember you want people asking for information, not you pushing your information to them! Nancy, remember, can create prospects on demand, getting people to ask her for a presentation, virtually begging her for more information. Al can’t get one. People tend to try to get away from Al.

Are you Coachable?

Most people who want to build a big business get pretty excited about learning how to create prospects on demand and will follow the simple suggestion I just made so they can improve dramatically in 24 hours. But, some of them don’t. The ones that don’t would rather surf the internet, watch TV and complain instead of follow suggestions.

So, prove me right or prove me wrong. But get the proof. See, there are only 2 types of people in the world. The type that is coachable and the type that is not coachable. We all just have to decide which group we want to be in.

Take action!

If you are serious and coachable, learn more today about how to make sponsoring simple. Click here or on the banner below and get your FREE 60 minute video interview series with recruiting expert Mark Wieser on the techniques on how to talk to prospects and how Mark personally sponsors more than 250 a year and how you can too!

To Your Success,