The “most people” program.
We feel safer when we are around people. We feel insecure when we are alone.
Yes, there is safety in numbers.
How would you like to walk through a dark alley at night? Alone? Or with a group of people?
We feel secure when others are around us and have made the same decision.
Use “most people” statements to instantly create that rapport and connection you need. Here are some examples:
• Most people hate their jobs.
• Most people want more money.
• Most people want to pay less in taxes.
• Most people would like to keep wrinkles away for an extra 20 years.
• Most people don’t have time to exercise.
• Most people want lower electricity bills.
• Most teachers want higher salaries.
• Most employees want more time with their families.
• Most moms want to keep their children healthy.
Pretty easy, isn’t it
Getting fired isn’t so bad.
When looking for prospects, think about people who got fired from their jobs. Maybe they like to wake up late, hate commuting, have their own ideas about how to do things, and just want to be their own bosses.
They sound like great prospects to me.
How to pick out a prospect’s personality.
Use probing questions such as:
• “What do you like to do when you are not working?”
• “If you won the lottery, what would you do all day?”
This explains why listeners do great in network marketing. Instead of guessing, listeners listen for hints. The prospect will give us all the clues we need for a great conversation.
“This is the only business where you can make a lot of money, help a bunch of people, and have a ton of fun while doing it. It just makes sense.”
Do we make enemies of our prospects?
When we combat objections, prospects set up their battle lines. What is an easier way to address objections?
Start with an agreement. Why we may not agree with the objection, we can at least agree to understand where our prospect is coming from. Try to find out what experiences gave our prospect this viewpoint.
The bonus is that we listen more in this discovery phase. Our prospect will love it when we listen. By the time we understand why our prospect has this objection, all of the conflict feelings will have gone away.
Good opening words when we get objections?
“I know how you feel.”
• “I know how you feel about approaching strangers like a sleazy salesperson.”
• “I know how you feel about being pushy with people.”
“I don’t believe a word you’re saying.”
So how do we overcome the disbelief of our skeptical prospects?
By using the first few seconds to build solid trust, and rapport.
The easiest way is to start with a fact our prospect believes. Then our prospect thinks, “Yeah. You and I think the same. You must be a genius just like me!”
• It is hard to get by on one paycheck.
• Two paychecks are better than one.
• Growing old really hurts.
• We like taking good care of our skin.
• Commuting to work takes so much time.
• Job security isn’t what it used to be.
• Our utility bills keep going up and up.
• Our credit scores are important.
We will notice our prospect’s head nodding. This means we have an open mind to talk to.
When prospects are skeptical, we waste our time. If our prospects don’t believe the good things we say, we fail.
The options paradox.
Humans claim they want lots of options. But the reality is different.
The human brain prefers fewer options.
What is the minimum amount of options needed to make something an option? Two.
We will get the best results if we offer these two options:
1 Our wonderful opportunity.
2 Or to keep their life the same.