Up to this point, you've begun to know and understand
something about what's important to your prospects. By
asking questions, you have determined what's working for
them and what is not. Now it's time to embellish this area
of discontent in their lives. Assist your prospects to get
in touch with the pain of what's not working and make the
costs of their problems real for them. You are now ready to
present the possibility of a solution to their needs.
Again, you must be engaged in a two-way conversation with
your prospect. If you are doing all of the talking,
they're probably not listening. So go back and ask more
questions.As you direct the course of the conversation with
questions, you're also fulfilling your prospects' need to
dominate the conversation by answering those questions. So
ask the question, then let your prospect answer without
interruption. Your listening will dictate where the
conversation should go as your questions anticipate and
preempt many potential objections.
With rapport established and an understanding for your
prospects' needs in place, you are now ready to share a
little bit about your opportunity as it relates to those
benefits you perceive to be of importance to them. Here,
don't just show and tell about your products; speak of the
benefits that can be realized as a result of the products,
the company and the opportunity. Speak to your prospect's
emotions and share those benefits which address the pain in
their lives. Continue to keep the emphasis on the
prospect--not the products.
Keep your conversation clear, focused, succinct and
powerful. The longer you ramble, the greater the risk of
turning off your prospect. And never pressure your
prospects into a decision; instead, support them in
arriving at their own decision-and NEVER argue! "A man
convinced against his will remains of the same opinion
still."As you recount the benefits of becoming involved in
your opportunity, remember that until your prospect is
convinced of what you are saying, your benefits live only
as claims. So, to ground these claims in facts, tell
stories.Get to know the stories of all your company's most
successful leaders. "Facts smell-stories sell." So "prove"
your benefit claims with appropriate evidence, testimonials
and stories.During this process, it's vitally important to
maintain your "posture". Remember you are the expert.
Enthusiasm is essential to attract dynamic leaders, but it
is also equally important not to convey a sense of
desperation. Remember, you would love to have your prospect
join you in partnership-AND you don't need them to do so.
Maintaining such a posture creates tremendous freedom for
your prospect to choose to join you-or not. It also infers
a sense of abundance rather than scarcity. Remember, there
are plenty of other people who would love to be your
partner if the timing is not right for this particular
prospect.
Throughout the entire rapport-building process, questioning
and sharing of benefits, most of your prospect's objections
will have been dissolved. At each juncture in the
conversation, check out how your prospect "feels" (never
"thinks") about a particular point or benefit. These
checks allow you to gauge the course of the conversation
while providing an opportunity for objections to surface
and be given clear voice. Keep firmly in mind the fact that
a sincere objection is the sign of sincere interest. As
such, objections should be welcomed as great opportunities
to educate and enlighten. While objections may, on the
surface, appear logical, most often they are really
emotional in nature. They merely indicate a concern of
your prospect which, once satisfied, will only strengthen
their desire to join you.
Again, objections need to be embellished, as in, "I know
what you mean, I had a similar concern until..." and so
forth. In the end, prospects will be more concerned with
benefits than answered objections. So don't get bogged
down with them, but do look for opportunities to get your
prospect "complete" with them so that you both can continue
to focus on the benefits of your opportunity as they relate
to your prospect's life. If conducted properly, at the end
of your prospecting conversation, the value of your
opportunity and the possibilities of a fit for the prospect
will have been established. The "close" then is nothing
more than the natural conclusion to the conversation. All
of the objections will have been handled and the prospect
will be left with a few simple choices of how he or she
might proceed to get started and what the next action will
be.
In summary, each prospecting conversation should be entered
into with an intended result, viewed as the beginning of a
potential life-long relationship. Possibilities for the
prospect's needs, wants, and dreams will have begun to be
explored. Equally important, the prospect will have begun
to explore the distinctions of partnershipping, commitment
and vision-all keys to true, fulfilling Network Marketing
success.And in the end, the prospect will be left with the
sense that Network Marketing goes way beyond any particular
product or company or opportunity--that at its essence, it
is simply about honoring people and creating new
possibilities for their lives.
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system that builds YOUR primary business and generates
multiple income streams, go here:
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