MLM Training - How Do I Handle Prospects Who Talk Too Much?

Every so often you may call a person who opens right up and shares everything right off the bat at the start of the call.  It’s seems that all you have to do is greet them and ask one question, and they just want to tell you everything, what they’re doing now, what’s missing from their lives, what they’re looking for, and so on and so on in great detail.  It's as if you have been provided with all the information you could ever need in order to qualify them. 

For those of you who are new to network marketing, there is a simple but highly effective process to follow when talking with your MLM prospects, called the "Inviting Formula." The Inviting Formula is the steps you take, the sequence you follow when you talk to somebody.  The first step you take is: you greet the prospect. The second thing you do is qualify them.  And then, if they qualify, you’re going to invite them, handle any questions or objections they may raise, and then you’re going to close to action.  ”Close to action” basically means concluding the call and telling them what they need to do in order to move to the next step. And, of course, the process would be incomplete without the follow up.

You may have only been on the phone for a short while and certainly not long enough, in your mind, to even start to build a relationship. However, they’re obviously communicating openly and freely – and the qualify step is accomplished: you know what they want, what they need, and what they don’t want.  But, then when you follow up, you discover that they haven't done what they agreed they’d do in order to move to the next step. Do you think the results with these prospects would be anything different if you did more of the talking, if the conversation was a little bit more balanced?

Think about it.  It's possible that because they did practically all the talking, they may feel you are not interested in helping them, or perhaps they are just not interested in your MLM business. So, how would I handle prospects who talk too much?

First of all, let me say that it is always best to strike a balance in the conversation flow between you and your network marketing prospects. Having said that, it is better that your prospect talks too much rather than you talking too much. You can’t go wrong with being helpful and just clarifying what that person needs. 

In these situations I would empathize and agree with the prospect a little. I would build rapport and get them to feel that I had been in their situation, and knew where they were coming from.

And so, I could say something along the lines of, “I get it.  Man, I’ve been there, too.  I’ve had great difficulty as well.  And so tell me...”

Then I go in and ask another question.  I'd create a little bit of a balance in the flow

of the conversation, and then I'd continue asking questions and answering questions, giving and receiving a lot more information, building rapport and building the relationship.

Letting them know that I know how they feel, and that I can truly help them to get what it is they need or want, guarantees that they know I am interested in them. I can only achieve that through a balanced flow of conversation, and by not letting the prospect talk too much.

What I cannot guarantee is that they will be interested in my network marketing business. If they are not interested, they are not interested. You just have to accept that when it happens.

Get more tips and “how-to” help to stay in control of every conversation with your prospects.  Sponsor easily with FREE MLM Training Information. 

Free MLM Presentation tips and power secrets from author and trainer Tim Sales, who teaches MLM business owners how to build a huge MLM business working only part-time, are available at http://www.FirstClassMLMTools.com.