How To Talk To Prospects And Control The Conversation

How To Talk To Prospects And Control The Conversation

One of the biggest problems that most new (and some experienced) network marketers have is with prospecting, talking about their business or just answering questions in general. The biggest cause of this problem is that people tend to place entirely too much importance on how the person they are speaking with might perceive them.

The way you present yourself can have a profound effect on how you are perceived. Your attitude (and I mean your internal attitude, not just the attitude you are trying present outwardly) is very apparent to the people around you, even if only on a subconscious level.

Here’s an example of how attitude affects perception:

We have two little girls (most people call them dogs, we don’t really think of that way, in spite of the fur, the tails and the wet noses) named Wynnie and Vega. Now, Wynnie and Vega are good girls, but they tend to get a bit excited at times. If a dog walks by while we’re on a walk or if we should see a squirrel or rabbit, they’ll get all worked up and start barking up a storm. As frustrating as this can be, we have accepted it as something we will just have to continue to work on. Recently one of our walks had us out a little later than usual. The neighborhood was dark and quite, and no one else was around. As we wandered down a street not far from our house I looked up and saw pair of foxes about 200 feet ahead of us, crossing the street. The girls looked up and noticed them too, and I tensed for a major barking fit… but nothing happened. We kept walking, and to my amazement we got closer to the foxes, probably within 100 feet or so. The girls looked at them curiously but didn’t get the least bit excited.

The more I thought about it, the more I realized that the girls weren’t excited because the foxes weren’t excited. Eventually they slowly walked away from us, but they never appeared alarmed or even that interested in our presence.

Why? Because they knew we weren’t a threat. They didn’t perceive us as anything to get excited about and were therefore extremely calm. I realized that night that Wynnie and Vega don’t react to rabbits, squirrels and other dogs, they react to the attitudes of rabbits, squirrels and other dogs. They sense that someone or something is reacting to them and getting upset about them and they respond aggressively. When they are confronted by something that barely even notices they are there, they stay calm… there’s no energy for them to feed off of.

A human example of this would be a conversation I had after the last conference we attended. We went to Las Vegas for four days… not to play, this trip was strictly business (well, okay we played a little bit). When we got back and someone asked me where we had gone, I replied calmly. I wasn’t intentionally downplaying the trip, it was just that I wasn’t expressing the excitement of a wild weekend in the party capital of the world, I was mentioning the location of a business trip. You know what that person said? “Oh, that’s cool.” And the conversation moved on. Think about the last time you told someone you had been in Vegas. What did they say? How did they react? Odds are they got excited and asked you all about your trip – that’s just how Vegas is. In this case however, I wasn’t revved up after a weekend of partying, and therefore the person I was talking to didn’t get all worked up.

I know this might sound like a simple concept, but it really makes a huge difference.

Just remember that the next time you are talking to someone (friend, prospect, up-line, boss, whoever) that the way you feel, on the inside, about the conversation is going to have a huge effect on the way things flow. And the same is true in reverse.

Make sure you position yourself appropriately in every conversation, with the words you choose, but more importantly with the way you feel and the energy you give off.

Lynne And Chad

www.ChooseToBeAMasterMarketer.com