What To Say Advice from Tom “Big Al” Schreiter

How to get people to talk to.

Normal conversation is easy. But engaging people in a sales presentation … oh, that is much harder.

But what if our normal conversation naturally led to a sales presentation?

This is easy to do. Just remember that people are polite … and reactive. Here is a quick example.

Us: “So what is new with you?”
Prospects: “Well … [idle chatter].”

When our prospects finish with their news, they will then, out of politeness, say, “So, what is new with you?”

Now is the time to use our best “ice breaker” and watch our prospects ask us for presentations.

If they say “No.”

We are not here to save or convince people. We are here to give them an opportunity to save themselves.

That is why we offer them options … instead of using high-pressure closing techniques.

Bad sequences of words.

Not only do “good sequences” go directly to the decision-making centers of our prospects’ minds, but “bad sequences” go there as well.

Want some examples of “bad sequences” that can kill our business?

Just think of how the decision centers of our minds react to these sequences:
• “I have a ground floor opportunity …”
• “Would you be interested in …”
• “We’re having an opportunity meeting …”
• “I am looking for a partner in this area …”
• “Have you considered a Plan B …”

Not pretty, is it?

Are our words serving us, or are they turning our prospects against us?


A fun formula.

“If you don’t have a comfortable way now to __, let me leave you with one or two more ways.”

Then, put in our benefit. Some examples?

• “If you don’t have a comfortable way now to work from home, let me leave you with one or two more ways.”
• “If you don’t have a comfortable way now to lower your utility bills, let me leave you with one or two more ways.”
• “If you don’t have a comfortable way now to lose weight automatically, let me leave you with one or two more ways.”
• “If you don’t have a comfortable way now to get an extra paycheck, let me leave you with one or two more ways.”

Prospects don’t mind change if the change will be comfortable.


Another fun formula.

“If you are like me, you will eventually __. I want to give you some options to think about for when that happens.”

Ready for some examples?

• “If you are like me, you will eventually get tired of commuting. I want to give you some options to think about for when that happens.”
• “If you are like me, you will eventually get tired of starving to lose weight. I want to give you some options to think about for when that happens.”
• “If you are like me, you will eventually get tired of having a boss. I want to give you some options to think about for when that happens.”
• “If you are like me, you will eventually get tired of utility bills going up and up. I want to give you some options to think about for when that happens.”

When we start with “If you are like me,” our prospects relax. Now they hear our message and can relate to us.


Why we should not say the word, “Why.”

The word “why” brings back bad memories. When we made a mistake as a child, our parents always asked us, “Why did you do this?!!” Well, we just made a mistake, that’s all. That was an unpleasant experience.

We ask prospects, “Why do you want to start your own part-time business?” Our prospects get flashbacks to their childhood. They become defensive. They feel like we are probing for sales leverage.

We can make this experience more pleasant for our prospects by:

1. Telling our “why” first.

2. Changing the wording of the question.

Here is an example of using these two steps.

“I decided to start looking for a part-time business when I found out how much college will cost for my kids. What got you to start thinking about a part-time business?”

We still find out the same information, but in a less threatening way.


Our prospects join network marketing for their own reasons. It is all about them … not us.

Wouldn’t that be a hint that we should be talking about them, and not about us and our company?


Prospecting naturally.

As we meet new people, watch for opportunities to meet their needs with our products and opportunity. This is a more natural approach than pushing our business on people by cold-calling for appointments.

Then in conversation, when they ask what we do for a living, we can answer:

• I show people how to work for two weeks and get paid for four weeks.
• I show people how to get a $300 tax refund every month.
• I show adults how to have so much energy that it takes a tranquilizer gun just to get them to sit down.
• I show people how to get an extra paycheck every month.
• I show people how to get full legal protection for only 83 cents a day.
• I show people how to make their skin look 20 years younger in just 7 minutes a day.
• I show people how to retire 5 years early, at FULL pay.
• I show grandmothers how to have the smartest grandchildren on the block.
• I show people how to earn more money part-time than their spouses make full-time.

The key is to look for our prospects’ needs first. Then it is easy to connect with them.


An opening sentence that works.

“It is easier to become rich with an extra paycheck. Simple math.”

Our prospects instantly decide that an extra paycheck is good. Everything gets easier from this point on.


Tom
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