Prospecting, Judging and Attitude !

  Written by Thomas James on Sep 5, 2008 8:47 pm

Read More: Phone Skills  |  Sponsoring and Recruiting

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Not long ago I can remember listening in while Todd Falcone hammered out 25 - 30 calls to a list of prospects.  The presentation he used was laid back but he never lost control of any conversation. He laughed at hang ups and continued dialing.  I loved his attitude.  Coming from my backround as a freight broker, my phone skills were very sharp and I new this was something I could excel in prior to getting involved with direct sales.  It wasn't long until I earned my first big check.  A matter of fact it only took me a little over one month.  Now I have a team of 114 members worldwide. 

It's funny to think back 3 years ago knowing how motivated I was to succeed in this line of work, yet, I find myself COACHING more and prospecting less.  Which brings me to the purpose of this post.  I was working with a team member yesterday and she was frustrated and was seriously thinking about quitting and looking for a different way to earn money online.  I bypassed the quitting part and simply told her she is experiencing frustration because she lacks confidence.  This business requires confidence and attititude and she knew this prior to joining my team.  She also knew overnight success is very rare.  Her problems stemmed from making excuses and predictions before she made her follow up calls and thats not a good combination at all.  I simply asked her, "Do you keep wondering why you're getting rejected? Is it your business? Is it your product? Or is it you?"  Her and I covered this before, but I'll share it again in this post..

Here's how to hone your prospecting skills to become a better prospector and take your Network Marketing business to new levels!

One of the number one lessons I cover is the simple fact that You don't want everyone in your business! You want people who are motivated and want something; people who are professional and trainable; people who are looking for change.

The first thing you need to remember is that "Professionals Sort ... Amateurs Convince." People can sense desperation. Yes, even over the phone! If people sense that you are desperate and trying to convince them to join your business, they won't join! Instead of presenting your opportunity, talk about how your business helps solves problems? Design a marketing plan that SELLS YOUR OPPORTUNITY. 

Prospecting is a fine art and your skills need to be developed. Repetition is the key. In the beginning, your skill level will be low and you will need to make up for that with the numbers.

What I mean is that you will need to speak with more people to get the same results. As your skills improve, you will get the same results while talking with less and less people. I'm not saying to talk with less people, just that it will take less people to obtain the same results.

Prospecting is nothing more than communicating with people. It boils down to asking, listening and collecting.

You have to ask questions. You want to ask questions that allow people to open up. This will prompt them to ask you "how" questions and "why" questions.

"How" questions qualify for your time, "why" questions do not. The "why" is their reason, not yours. You can tell them "how" but not "why".

Then you have to listen to the answers and collect the information! Listening is a skill that is almost never taught.

It's about them, not you. Find out what they want. What is their "why?" Once you find their "why" you have found their hot button. This is what will motivate them. In order to find this, you must learn to listen. 

After our discussion, she totally agreed that she needed to develop more skills and confidence which only increases the value she will then be able to pass on to others..  The only way for that to happen is on the phone practicing.

Now its time to get to work.

Thanks for reading,

T. James
Self Equity Solutions
"Creating Leader's Everyday"
 

PS.. My company was one of the lucky ones chosen to partner up with a Billionaire. 
Not many people can claim that title, let alone have the chance to learn from one. 
Here's your chance:  http://selfequity.com/billbartmann

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