The Four Keys to the Treasure Chest of Network Marketing

  Written by Dagmar Meachem on Sep 23, 2009 5:04 pm

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 After reading the book Questions are the Answers – How To Get To ‘Yes’ In Network Marketing by Allan Pease, I wanted to share some key learnings that were extremely helpful and have had a huge impact on my business in the last week. From my results I can’t recommend a better book for Network Marketers!

Key Learnings:

The Four Keys to the Treasure Chest of Network Marketing

1. Melt the Ice
2. Find the Hot Button
3. Press the Hot Button
4. Get a Commitment

I will explain a bit about each but I highly recommend buying the book for yourself.

1. Melt the Ice

The purpose of this opening stage is to create rapport with your prospects by telling them about yourself and finding out about them. The objective of this key is purely to sell yourself. If a person likes you, there’s a good chance they will like what comes with you. This is little point showing them a plan if they don’t like you or trust you.

How long do you stay at this stage? For as long as it takes to sell yourself and establish trust.

2. Find the Hot Button

In this stage you will learn how to discover the person’s Primary Motivating Factor. Their PMF is the reason they will want to join your business. With this key, you’ll see how to uncover their PMF and how to light a fire under them once you’ve found it. This is the most important of the Four Keys, because your prospects will be verbalising their hopes, dreams and fears.

Research shows that most people’s Primary Motivating Factors for joining Network Marketing are:

• Extra Income
• Financial Freedom
• Have own business
• More spare time
• Personal Development
• Helping others
• Meeting new people
• Retirement
• Leave a legacy
• How to uncover someone’s PMF

Ask your prospect this question-
Do you know why people start a network marketing business?

If answered no, say “Let me show you”
If answered yes, ask, “Why do they join”

Whatever the reply, you say “Let me show you”

Next, ask the Five Solid Gold Questions
 

1. What is your number one priority?
2. Why did you pick that one?
3. Why is that important to you?
4. What are the consequences of not having that opportunity?
5. Why would that worry you?

Learn these questions word for word. Don’t get sidetracked when you ask them. It is critical that they are kept in order.

3. Showing the Plan

This is where most Network Marketers shine. This is where you demonstrate how your plan is the solution to the hopes, fears and dreams that were uncovered in the second key, Find the Hot button.

It’s critical, that you understand the next statement. The business plan is only a solution to a problem, or the way to realise a dream.

When you show the plan, use your prospect’s own words in the plan, recalling on their Primary Motivating Factor. The presentation then becomes personal to them, meaningful and motivational.

4. Get a Commitment

When you use these techniques exactly as presented, asking your prospect to join you is not a dramatic event. They should be so fired up with their own enthusiasm that getting started in the business is the obvious course of action. Always approach your presentations with the attitude that getting started is the perfectly natural thing to do.

If you’d like to learn more success strategies on prospecting buy this book and you won’t regret it!

To your success!

Dagmar Meachem
Health & Freedom Pathway
dagmar@yourvision.net.au

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