Friday, November 8, 2013
10 Rules for Enrollment
By Richard Brooke
Prospecting with integrity creates trust and respect. The intended result is to have “selling” conversations with prospects that leave them feeling heard, honored and respected – especially if they say “no.”
Rule 1: Don’t be addicted to everyone signing up.
Rule 2: Don’t beg. Beggars are not attractive.
Rule 3: There are four aces in every deck. What does it mean when people say “no”? It means … your approach could use work, and you are that much closer to a “yes.”
Rule 4: Be generous with your listening. Give the prospect the interest, respect and acknowledgement they demand. Listen to them versus expecting them to listen to you!
Rule 5: Be curious about people, period. What is most important to them? What do they like? What do they dislike? What is missing in their life?
Rule 6: Uncover “the problem.” Learn what they like and dislike about where they live and where they work. Learn about their special interests and their family. What is missing in their ability to support their family and interests?
Rule 7: Take baby steps. Tell them you’re convinced you can solve the problem with them, and ask if they would be willing to just take a look at a solution. Never insinuate or leave it to interpretation that they need to decide to join. Just ask them to look.
Rule 8: Present The Four Year Career® plan with passion. It’s your positive, convicted, confident, enthusiastic, proud, candid, honorable, honest, and authentic energy that sells. Not so much what you say, but how you say it.
Rule 9: Ask them to act now. If you believe in your solution to their problem, ask them to act now. Procrastination is the #1 killer of all accomplishments.
· “I know a way that you could have done that. Would that interest you enough to take a look?”
· “I’m involved in something that I know could resolve that for you. Would that interest you enough to take a look?”
· “You would be really excellent in this program I’m involved with. The income you would earn would resolve that for you. Would that interest you enough to take a look?”
· “I know a way that you could earn the extra income to handle that, say $______ to $______ a month. Would that interest you enough to take a look?”
· Always refer to the business as a program or a “something.” Do not call it an opportunity or a business.
· Be confident and speak with conviction about the program’s ability to solve their problem.
Rule 10: If they say “no,” let them go … after you ask them who they know that is a _________. (leapfrog them)
Check out my latest book, The Four Year Career, that shows how an Asset Income can be worth millions in Asset Value.
Posted by Pete Zdanis