"Skeptic-Free" Prospecting

 I got this mail from BetterNetworker today, and thougth "I have the answer!" Maybe you do agree, maybe you don't. Give me some feedback on this!

I've worked in sales for many years, and I've learned a lot since I started.

Network Marketing IS selling, you can't get around it. So how do we sell it?? How do we come around that "think about it"-objection. It is hard to come around, so I suggest you make sure it don't come up at all!!

I have discussed this with a friend of mine, one of those who get a lot of "think about it"'s. And the reason why, is that he is insecure about it. He is insecure about himself, saying the rigth words, closing at the rigth time and so on... And his body reflects these thougths and feelings. So I told him to change his attitude! Change what you think. Selling is exchanging advantages, and MY advantage is way bigger than the sum of money the prospect has to pay in order to join MY biz.op.. But if I tell my prospect this, and my body tells a whole different story there is a crash in communication, because the two stories don't match. They don't tell the same thing...

So when I have meetings with a possible prospect, I lean back, and ask myself "Why should I use MY time to help you??? What good can you bring into MY org.??" I am somewhat skeptic to my prospects, because I have all the cards. I decide which prospect I want in MY org. I have the opportunity for him/her to make a lot of money, and I can show him/her how to do it! I change my attitude from "please join my biz.op." to "are you any good for MY business? Can I teach you how this is done? Have you got what it takes to make money for yourself and me?"

To find out these things I ask" Are you willing to learn? Do you understand that this is'nt a freeride, you will make money, but you must work for it? How much time will you spend? What are your incomegoals, and when do you wish to reach them? How will you use your money??"

How on earth can you make someone belive that YOU have the answer, if YOU are showing, with YOUR whole body, that YOUare the most deserate man on the face of the planet?? YOU CAN'T!! However good-talking and persuasive you are, your prospect will get this strange feeling in his gut. It will tell him that "something's wrong here. I can't put my finger on it, but something is'nt rigth!!" Then you have ruined the thrust that your prospect needs to make a postive decision about joining you and your business. And he will "think about it"... FOREVER!

So here's my thougths on this!! Hope you understand what I mean, and can use it to your advantage!!

Best regards

Ståle Falch

Norway