When I first started my home based business career, I was a
pretty shy person. I was awful in talking to people. The
thought of picking up a phone and calling a stranger
horrified me. I used to literally sit at my desk staring at
the phone for hours trying to sum up the courage to call
the people. It was ridiculous, but my mind found a way to
justify my inaction with one excuse or another. The
problem stemmed from my lack of confidence. When I would
call finally, I came from a place of weakness and
desperation. I was spending every spare cent I had on leads
and tools, and I HAD to sponsor a new rep soon or I would
be out of money and a failure. That desperation and lack of
confidence came though on the phone... and people took
advantage of it. I came from a position of servitude, doing
anything I could to please the prospect and keep them in
the pipeline. This is a major problem with people new to
this industry, but it can be quickly conquered with a
little education.
First of all, today I do not chase people. No longer I
spend money on leads that don't work. Today I have a
system, through which people contact me. They want to work
with me!
So what does it mean to prospect with posture? Simple. To
be blunt: The person on the other end of the phone is a
"nobody". They must qualify for and justify my attention
and time. Until they prove themselves worthy, they are just
a voice and a phone number. I don't care if it's a doctor,
lawyer, business owner, etc. They can waste my time just as
easily as anyone else. They have to earn it. The best way
to build posture if you are lacking it, is to first and
foremost, sit up straight or stand while on the phone. Have
energy in your voice, and know in your head that you have
the keys to the vault. You have already found the pot of
gold at the end of the rainbow. If that is not your normal
personality, then change it. This is what it means to
become the person you need to be to succeed. I honestly
like to think of Donald Trump, sitting there in the
boardroom on "The Apprentice." It's an honour for his
contestants to have the opportunity to work with him, and
they all know it. It should be no different with you and
your prospects. You're the Donald. Act like it. The best
way to assert your posture on a call is to keep control of
it. Once a prospect asks a question and you answer it, you
have lost control. They are now in charge of the entire
call and its outcome. You need take back control
immediately! You don't have a choice if you want the call
to be successful, not only for your sake, but for your
prospects as well. (They just don't know it yet). The best
way to do this is to defer their question and ask them one.
Asking your prospect questions keeps you in control of the
conversation.
First, it positions you as a leader. If you're not a
leader, how can you expect people to follow you?
Second, it positions you as an expert instead of a peddler.
Prospects and customers seek out experts because they have
the answers they're looking for.
Third, it allows you to guide them through your information
system on your terms for maximum effectiveness. People do
not partner with you in business because of your great
products. They do not partner with you because of your
great compensation plan. They partner with you because of
you and your leadership. They see you as a leader and
someone who can help them achieve success they want.
Everything else is secondary. What has helped me in the
past in a great way to develop my posture is to just say NO
to your next five prospects. Do it. Tell them you are
sorry, but they are not who you are looking for right now.
This exercise will change your mindset and your posture
instantly because it gives you all of the power. Your mind
will finally understand that you are the leader, and the
prospects need to prove their worthiness for your time and
efforts.
In all honesty, you should be telling this to at least 50%
of everyone you talk to each day if you are building your
business correctly! The vast majority of people you meet
will not have the characteristics you want in a business
partner!
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1. Helena Syptak is a top leader in the home business
industry. Helena works with entrepreneurs and success
minded people around the world. She devotes her time,
energy and skills into her team and helps them to reach
their success. To reach Helena directly visit '
http://www.coaching-2-success.com
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