The Top Ten Skills for Network
Marketing
#10. Ice Breakers.
When we are prospecting, we have to turn a social
conversation into a business conversation. And that should be done smoothly.
If we are unskilled, this transition from social talk to
business talk is ugly. It sounds something like this to the prospect:
"Hi, how are you? How is the weather? Do you want to be
a distributor?"
Ouch. This is what gets us rejected. This is why they make
fun of us at family reunions.
Learning how to make a smooth transition from social talk to
business talk isn't hard. It is just a matter of using some great benefit
phrases. But, as professionals, we want to be so much better!
We want to use an "Ice Breaker" that also gets our
prospects to beg us for a presentation. That gives us unlimited presentations
every day, and we never have to ask for an appointment.
So ask yourself, "How good are my Ice Breaker opening
sentences?"
If you haven't mastered this skill, it will be a painful
career.
Every new distributor feels discouraged when they present
their products and opportunity to people who "need it" but don't
"want it." They don't realize that their business is only with the
people who "want it."
This skill teaches them how to instantly locate and focus
all their attention to the prospects who are ready and eager to buy. They will
learn to ignore those dead-in channels of needy people who don't want to
change.
Now, it is natural for us to need things and not want them.
We need to exercise, but we don't want to. We need to diet, but we don't want
to. Etc.
The key is getting the new distributors away from the
prospects who need, and in front of the prospects who want.
Out of the 25 skills, this might be the second skill you
would want to teach a brand new distributor. Why?
The four personalities empower the new distributor with
confidence because he now knows more than his prospects. Instant confidence!
Besides, this skill is fun. It is what they should have
taught us in high school. We learn how to deal with why and how people think
differently. Without this skill, we ruin three out of four people we meet.
That's brutal.
Imagine the fun your new distributor will have when he
learns the secret language of each personality. He will be analyzing his
co-workers, his relatives, his friends and having fun doing it. This skill is
useful everywhere for the rest of our lives.
This skill removes stress, removes rejection, increases
rapport, and is just ... fun!
#7. Word Pictures.
If you can help your prospect have a strong, clear vision,
then nothing will get in your prospect's way to success. Of course, if you
can't give your prospect a strong, clear vision, then everything will get in
the way on his way to success.
Word Pictures does this and more.
Word Pictures is one of your best tools in eliminating
procrastination. The "I need to think it over" objection simply goes
away.
Word Pictures talk directly to the story programs within the
subconscious mind. Powerful communication, but in a very pleasant delivery.
You can literally mark your career as "Before Word
Pictures" and "After Word Pictures." The results are day and
night.
Yet, many basic trainings don't even mention this powerful
way to get your message deep inside your prospect's mind without any selling
needed.
#6. What to teach
leaders.
If the secret to creating a large network marketing business
is "To build leaders and make them successful" - then building
leaders is a "must" skill.
Now, let's take the ordinary distributor. Does he have
leadership skills? Does he know exactly what to say and do to become a leader?
Of course not. If you ask a new distributor, "How do
you become a leader?" they would say:
"Uh, just lead? Be positive? You know, uh, uh,
visionate?"
We can't despair. We can't expect new distributors to know
what they don't know yet.
Having a specific, step-by-step skill set for leaders is
necessary so building leaders won't be some random event.
#5. Rapport.
Getting that connection with a prospect is critical. If your
prospect doesn't trust you or believe you, nothing you say will work. You could
have the best presentation, the lowest price, and be endorsed by the president
... but none of this will work without rapport.
Here is an example.
What if I said to you, "I have BMWs in the parking lot
for only half-price."
Do you feel it? You are thinking, "Hey, I'm not sure
about this. They could be stolen or maybe something is wrong with them."
You won't buy because there is no rapport or trust.
And that means if you don't have rapport, you could discount
your product 99% and they still will be reluctant to buy.
You know the feeling when your prospect and you don't have
rapport. It is strained. You feel like a salesman. Get your rapport skills
mastered, and network marketing is easy.
#4. How to get people
to believe the good things you say.
We all say good things. We don't need more good things to
say. What we need to do is to learn how to get people to believe the good
things we are already telling them.
Prospects are skeptical. They fear we have an agenda. They
have programs about "salespeople" such as they will sell you
something you don't want, that there is always a catch, that it is too good to
be true, etc.
These programs block our good information. So even if you
have the greatest opportunity in the history of the world, it doesn't matter.
If you are not believed, you are wasting your time.
Just learning small word phrases to command their belief is
all we really need. We don't have to get a psychologist.
Ask yourself, "If prospects believed what I told them,
wouldn't they join?"
And the answer is, "Of course they would join."
That's why belief skills are much more important than
presentation skills.
#3. How to talk to
the subconscious mind.
If the conscious mind can think and learn, that would mean
that the subconscious mind has to do everything else ... including making decisions!
Our entire workplace is the subconscious mind. If we aren't
talking directly to the subconscious mind, then we aren't even showing up for
work! Yet new distributors insist on giving useless presentations of
information to the conscious mind. What a waste of time and a waste of a
career.
So ask yourself, "How well do I talk to the programs of
the subconscious mind of the prospect? Am I communicating directly with the
program? Do I use the correct sequences of words to command those
programs?"
If your answer is that you don't know how, then you would
want to learn quickly so that you could go to work on your career. Why waste
time talking to the conscious mind? Start your career now.
This is the first real skill I was exposed to, and it gave
me a full-time income in 60 days. I got hooked on the real skills of network
marketing when I started to learn these sequences.
Many subscribers have been to my "live workshops"
where I teach this skill. But anyone, no matter how shy, can instantly become a
recruiting and closing superstar by learning some basic sequences of words.
I did not know this when I got started in my career. I
thought I was talking to stupid people. However, the truth was I was saying
stupid things to smart people.
So would it be okay if we taught a dozen of these basic
sequences to our new distributors so that they would have instant success in
their business?
#1. Closing.
If we don't close, we don't get paid. The only thing our
company wants us to do is to get the prospect to make a decision to either join
our business or to be a customer.
We can educate, we can entertain, and we can give endless
presentations to people who don't join, and we won't get paid. Passing out
samples, doing webinars, posting in social media are all activities that we
don't get paid for. We have to focus on our job ... to get decisions.
How good of a closer are you?
Do you know at what point your prospects make their final
decisions?
Do you know how the human brain processes the decision?
Do you know what part of the brain to talk to for getting
that decision?
Write down your very best one sentence close. If you have to
think about it, that's not a good sign.
Tom 'Big Al' Schreiter
Fortune Network Publishing
PO Box 890084
Houston, TX 77289 USA
http://www.FortuneNow.com
Fortune Network Publishing
PO Box 890084
Houston, TX 77289 USA
http://www.FortuneNow.com
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