Listening Advice from Tom “Big Al” Schreiter

“I lost my job.”

Our prospect says, “I lost my job. I need a full-time income. I need a job. Network marketing is not for me.”

Our prospect is absolutely right.

Network marketing is not designed to be an instant full-time income. But there is one thing that network marketing is excellent for security. Having a part-time income as a network marketer is great when someone loses their job.

Well, no time for that now. It is too late to build a network marketing income for today’s problem. However, now is a great time to start building a network marketing business for tomorrow’s problems. This prospect could lose his job again in the future.

Our prospect is unemployed. It will take weeks or months of job searching, interviews, and then possibly a job offer. That is reality.

During these weeks and months before the next job is secured, why not spend that time wisely building a network marketing business?

Waiting three hours in the lobby for an interview? We could read a motivational or skill-based book. Or, we could make prospecting appointments while waiting to hear back for a job interview appointment.

Yes, if we lose our job, this actually gives us more time to build a part-time business for the future.

So now our prospect says, “I lost my job.”

How do we respond? We say, “While searching for your next job, you can be productive building your part-time business for the future. That way your job search time won’t be wasted, and you can feel like you are actually progressing.”

Don’t say, “Are you interested in my product?”

This puts the prospect in a defensive mode. Our prospect becomes sales-resistant.

Instead say, “Do you know anyone who would be interested in what this product does?”

Now our prospect doesn’t feel defensive, and of course, could personally volunteer. 😊 And as a bonus, our prospect knows many people we don’t. Our prospect could point us to more great prospects.

I used to avoid calling people.

Sometimes I still do. 🙂

Calling prospects to get appointments feels stressful. Anxiety takes over.

The worst feeling in the world is to want something, but also be afraid of what we have to do to get it.

Fear? Stress? Anxiety? Sound familiar?

Here is one little tip we can use right away to reduce some of our anxiety.

Picture our prospects. Do they want an improvement in their lives? Of course. Do they hope we can bring them a solution? Of course.

So imagine that our prospects hope we can solve their current problems.

Sounds easy. But here is the magic. By changing our intention before the call, our micro-facial expressions and tone of voice change. Prospects pick up on this and respond more positively.

Try it. Experience the difference.

Want to know an interesting program in our minds?

Prospects love low prices and bargains, but hate “cheap.” They prefer, when possible, not to buy the lowest-priced option. Why?

It makes them worry that others will judge them as “cheap.”

Here is how we can make our offer appear to be a bargain, but avoid the lowest-priced, “cheap” stigma.

First, talk about a higher-priced option. For example, a hospital stay when our health is poor, plastic surgery, or hiring a full-priced attorney.

Second, show our high-quality product or service at a much lower price.

Third, avoid saying we are cheap.

Prospects will be much more likely to look favorably on their purchases.

First sentence improvement?

Make a quick upgrade by doing this.

A curiosity-inducing first sentence is good, but frustrating and unfulfilling for prospects.

To counteract this, add the promise of helpful information.

An example?

Old sentence: “Would you like better health?”
New sentence: “Would you like to know the three best tips to live longer?”

This is cruel, but someone has to say it.

In the 1980s, sales presentations focused on details. “Look at this. Here are some charts. Here is what our product does. Ah, you’ve got to see this video. Let me show you some testimonials.”

But now we have something called the “Internet.”

Most prospects know what we offer. They don’t need somebody to hand them a brochure or chart. And if we did a 1980s presentation, they would be bored. They already know the facts.

What do prospects want to know now? If they are making a good or bad decision.

In 2021, as professionals, we must focus our presentation on serving our prospects and making sure the decision is right for them. Please, please, don’t bore them with a fact-filled presentation from the 1980s. They don’t need to hear or see that information again.

The 1980s are not coming back.

Now we must talk about the decision with our prospects. We will use basic brain science instead of 1980s charts and videos.

Great things to say.

“This means.”
“For example.”
“Which will.”
“This will help.”

Put any of these tiny phrases in our sentences, and our prospects smile and pay attention. They know they will understand what we say next.

And if we have a good rapport with someone, we can say this:

“Are you happy holding on to that problem, or would you want to do something about it?”

Straight to the point. Get ready for a quick decision.

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