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Most performance experts recommend breaking a goal into smaller segments so you can focus on improving those smaller steps that lead to the greater achievement. This is definitely true when prospecting. There is a logical sequence to closing prospects. Few people are superior at all six steps but with practice you can get good at all of them.
1.) The approach. This is where it all starts and for many
network marketers this is the toughest step. Almost always, it is a psychological challenge. You need to cultivate an attitude of enthusiasm and openness. And it absolutely must be genuine. Most single guys who want more dates are in search of the perfect pick up line. They think there is a line that will make them as irresistible as a new car to a teenager. But even if they had this captivating line, it wouldn't work. It would be delivered in a tentative, stiff, awkward manner. The perfect pickup line will not change their emotional state, which turns out to be more important than the line in the approach.
So forget searching for the perfect opener. Be alert to
opportunities to initiate a conversation, and what you say will depend on whether you're approaching people at the grocery store, medical office, sporting event, restaurant waiters, cab drivers or family reunion.
Hopefully, your company has given you some ways to initiate a dialogue. But the most important part of your approach is your attitude. There is probably no bad opener when it is delivered with sincerity and openness. But if you don't have some pretty good ways to approach prospects and the confidence to do it, you will feel like you are going into battle with a wooden sword.
2.) Suitability Does this person qualify as a potential
distributor? There are certain traits that make for a better
distributor and certain ones that will be toxic to your
business. Here is one way to identify those who will weigh you down like anvils glued to your feet.
In qualifying someone's suitability, inquire about their dreams or goals in life. Watch out for people who respond with negative answers. Run the other direction if their dreams take the form. I don't want to be poor, I don't want to struggle all my life, I don't want to have to scrape by, I don't want to be in a job that I hate.
And if you get responses like, I want to be rich, happy,
fulfilled, successful. Be wary. These are not goals, they're simply a wish list. They're too vague to be goals.
People who organize their lives around negative goals of don't want and wish list objectives will have trouble identifying and pursing their dreams. Their lives are emotionally guarded. It happens from being repeatedly and painfully disappointed in life. They protect themselves by not getting their hopes built and dashed. This is a solvable problem, but not by a sponsor.
People with don't want or wish list objectives will not do
the kinds of things to help them achieve success, like putting up dream boards, doing affirmations, or approaching unknown prospects. They will make excuses why they don't follow through and will suck your energy and time that you could devote to more promising distributors. Often they are passive aggressive personalities. Having them in your downline will cause you more grief than big blisters in tight shoes.
3. Demonstrating value Is your product appropriate for this
person at the right time and the right price for the right
problem? This is a matter of knowing the market, knowing your product and linking the two together. You show how your product solves a problem for this person. You only need one or two compelling motivators to close the deal so stop when you get there.
4.) Overcoming objections This is a natural part of the
purchasing process. If there were no objections you would merely be an order taker. You do not purchase from every salesperson who approaches you. Every person needs to be selective making their purchases and your prospect is no different. However, I doubt if there are more than 10 different objections to your product. Identify them and have a reasonable response for each one. Can you respond to the objections with poise, confidence and spontaneity? If not, what are you waiting for?
5.) Asking for the order. This one is tough for many people who sell for a living. Many sales training programs teach that you should be qualifying and closing all the time. I suppose skillful people can weave them naturally throughout the presentation, but for most newbies, the closing questions are a separate element of the process.
For most network marketers beginning their career, asking for the order is similar to asking, Do you like me? Not wanting to risk hearing a negative, they don't ask or they just babble when it is time to seal the deal.
6.) Following up. If the response from the prospect is
uncertain, do you follow up, or wait to hear from them?
Following up means confronting the dreaded closing questions, so this step is done with the same enthusiasm as a five year old facing a plate of lima beans.
Few people are equally skilled at each step, but with practice you can become good at all stages. These are necessary skills for growing your business. What's missing? The emotional resiliency to do each skill step with confidence. If you are interested in increasing your emotional resilience for check out an album I did with Randy Gage.
You will get great techniques on the developing the necessary emotional resiliency to carry out the six steps with great confidence. The album also comes with a six month unconditional guarantee to give you time to practice these new skills. For more information or to order, visit
HERE So when you do your new prospecting you can be armed, ready and secure.
- Peter Pearson, Ph.D.
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