“I want the better solution.”
Good. Let’s start learning now. Baby steps first.
Use the word “now” helps. Consider this:
“Now, you won’t have to …”
The “now” stops our prospects’ brains for a moment and helps them concentrate on the next few words we say. A great start.
Of course it would lose its power if we used “now” in every sentence, but we get the idea. We will learn more of these words and phrases to help our prospects hear our message.
But want to make it stronger?
“Now, this is weird …” (Prospect drools in anticipation.)
Now we know at least one way to get prospects to hear more of our message.
“I don’t know how.”
The team member whines, “I don’t know how.”
The problem is not the knowledge. Amazon currently has over 32.8 million books available. Plenty of books on any subject or challenge.
The team member’s problem is not having the motivation to learn.
So instead of researching knowledge for the unmotivated team member, we should address the real problem first: Motivation.
“That is the dumbest thing I’ve ever heard.”
When I told my failing distributor that the decision to join or not to join comes before the presentation, this was too hard for him to believe. So, I decided to give him some examples.
Example #1: “Do you want to join me for lunch?” Most people can make an instant “yes” or “no” decision. This decision happens before we tell them where we are going for lunch, if we are going to pay for lunch or not, or what is on the menu. This is a decision before the presentation or information.
Example #2: “I think you should vote for __.” Our friend will make an instant decision “yes” or “no” before we have a chance to give our reasons.
Example #3: “I think you should join me in the marathon race this weekend. Let me tell you why it is healthy for us.” The decision to avoid a marathon race will be made long before we get to the health reasons.
Humans make decisions first. Information and presentations come second. We only want a presentation or information if our initial decision is “yes.”
My failing distributor didn’t “get it” … and continued giving presentations first. And then dropped out.
“Why our companies need us.”
Our network marketing companies can rent a mailing list, and send millions of prospects to look at the company video.
So, why would a network marketing company need us to send people to their video? They don’t. They can send people to their video without us.
Here is why our network marketing companies need us.
They need us for the conversation that happens before a prospect sees the company video. Why? Because that is when the decision is made.
“We don’t see this coming”
We prepare our notes. Focus on our prospects’ motivations. Then carefully begin our presentation story … and instantly, we have that bad feeling again. It is over.
Over already? We haven’t finished our entire list of benefits. What went wrong? Why did our prospect make a “no” decision?
Here is what happens in our prospects’ minds.
We want our prospects to decide if our business will improve their lives, or not.
Somewhere in our presentation, our prospects change their decision criteria. Now they think, “You are a salesman. What can I find in your presentation to protect me from you?”
What triggers this?
Rapport and the words we say. That is why we must be careful of the words and phrases we use with our prospects.
If we notice this change in decision criteria, stop. Rewind the previous 30 seconds and see what we said that triggered this disaster.
Some examples of possible words or phrases that could trigger this event?
• “Just share this with your friends.”
• “And if everyone sponsors just two …”
• “Make a prospect list of 200 names.”
• “If your ‘why’ is big enough, you will figure out how to do it.”
• “Pretend to be excited when talking to …”
Great phrases help us. Bad phrases doom us instantly. Making a list of both types of phrases for our business is one of the best exercises we can do.
“Fun opening statements”
If we don’t like our job, then while chatting with co-workers, saying this would be fun:
• “Do plan on working here for the rest of your life?”
• “Do you think we’ll be 85 years old, standing here with the same dirty coffee cups?”
• “Do you feel like they are taking little bits of our brains out of our heads every day?”
• “Isn’t it a shame that our coffee break is the best part of our day?”
• “Feeling underpaid?”
These are great conversation-starters for our business.
“More fun opening statements”
“Would it be okay if you didn’t have to work 45 years like your parents?”
“Would it be okay if you had a small part-time business that would pay off all your student debt?”
“How long do you plan to work for someone else, before you start your own business?”
“I just found out how we can get some tax breaks next year.”
“Are you okay with another year of work?”
“I just found out how we can get more holidays.”
“Well, you know how we both hate our bosses?”