Use these tips or else you are toast
Written by Lawrence Bergfeld on Dec 19, 2009 8:23 pm
First of all focus on your prospect and what they want.
Stop talking too much and listen more. Specifically 80% of the time you should be listening and 20% you should be talking.
If you avoid asking questions you are not helping the prospects to come to their own conclusions.
Stop asking irrelevant or too many questions. Your prospects need that it should be important. Before opening your mouth ask yourself the question So What? If the question is not relevant then do not ask it. You have to see the end in mind or result before asking a question. If not then do not bother asking it.
Make things simple.
When you are working with a couple you have to make sure that you are giving each of them the same amount of attention because if you do not you are assuming that one spouse is the decision maker which is a BIG mistake.
Point people to third parties because the Law Of Other Messengers. People believe what others say about you and your product more than what you say about it.
If you are not paying attention by not getting to know your prospect he is going to walk away. The number one thing that puts the nail into the coffin for the prospect is telling him what is best for him to do when you do not even have any common interests with him yet. You are done!!
If you do not show respect by thinking you know everything he is going to think that you are taking him for granted and he will just walk away.
Being needy is the worst thing. It can get you into trouble for no reason and the prospects will not want to have a future conversation. They politely will say that lets keep a friendly distance.
Lawrence Bergfeld
Learn How To Think Critically
Lawrence Bergfeld
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lpb30.bigmlmtruths.com/
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About the Author: Lawrence Bergfeld
Member Since: 11/15/2008
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Good Points!
It's great to use the 80/20 rule when prospecting. I use a method that I found in a Brian Tracy book that helps out alot. Just use your imagination a pretend there is a big spotlight between you and the prospect. The trick is to keep the spotlight on "them" by asking the questions. Every time they ask a question, answer back with a question.