What is the special question to turn prospects into eager buyers? Well one good investment of your time to read this article will answer that question and end feeling of being a frustrated network marketer.
The following is an excerpt from Chapter 4 of a now out-of-print book (MLM War Stories) by “Telephone Techniques” guru, Tom Paredes.
On The Surface
Have you ever wondered about the impression you create, when you present your opportunity to prospects? I suggest that you take this question into consideration before your next presentation. Then, after your presentation, again ask yourself, “What impression did I present to my prospect?” How your potential distributors view you, plays an important role in successful recruiting. Remember, one of the primary reasons prospects join a program is because of the enroller.
To some degree, we are all sales-resistant. The next time you go shopping, give yourself a one-question quiz:
“Can you determine if the salesperson is salaried, or working on a commissioned basis?”
Have you ever noticed that when you go to a furniture or electronics store, a salesperson greets you at the door? Displaying a large smile, he asks, “May I help you?”
Without hesitation you respond, “No thanks, I’m just looking.” Then, as soon as they turn their back, you run down the aisle, and select the item you want.
Why do we react in this manner? Could it be that we just didn’t want to be sold? If you don’t want to be sold, perhaps shopping in a department store is the answer to your dilemma. In most instances, the sales staff in your local department stores is salaried. Rarely will one of its members extend a personal greeting at the door. Equally rare are the occasions when a salesperson approaches you, offering assistance. More often than we like, we spend valuable time looking for a salesperson, especially when it’s time to check out!
It is my firm belief that the primary reason people are sales-resistant is because they are confused. Too often, we confuse peddlers with salespeople. Let me share a brief description of each with you. In this way, you’ll be able to distinguish between the two.
A peddler is someone who comes to your home or office. He informs you that you need what he has to sell. The full intent of this person is to insist that you buy.
A salesperson is someone who comes to your home or office. (However, this is where the similarity ends.) The salesperson asks, “What do you need?” Or, “What do you want?” Then, the salesperson fills that need or want.
With this in mind, isn’t it easier to understand why most of us are sales-resistant? If you had a choice, which of these two sales professionals would you prefer approach you? The peddler or the sales person?
Which of the two would your prospects judge you to be?
Now ask yourself, “Am I a peddler, or am I a salesperson?”
End of excerpt.
Hi – Tom “Big Al” Schreiter here.
Tom Paredes wrote this in the 1980s. And it is certainly true today. Today, when we call a prospect to sell them on our opportunity, aren’t we being a peddler? We are interested in what we have to sell, and not as interested in what our prospects wants to buy.
How can we change our peddler image?
Why not try this one simple question?
“What would you like to know first?”
1. This stops us from pitching our business like a peddler.
2. This puts the prospect in charge of the flow of information and reduces his sales tension.
3. We will only be talking about the details that the prospect WANTS to know.
4. The prospect really feels we are listening to his wants and needs and respects us.
5. And we’ll separate ourselves so far from the competition, our prospect will only want to deal with us.
What a great and easy way to change how our prospects see us with a simple question that takes only two seconds!
If you would like to know how to create instant rapport in seconds, not hours – then you are ready to learn “How to Manipulate and Control the Minds of Others for Fun and Profit.” Learn this now and watch your life change immediately.
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Dave and Darlene Mills
Leadership With A Vision
“You cannot teach a man anything. You can only help him
discover it within himself.” — Galileo