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drobnick
A great reason to delay your sales presentations.
With the first glimmer of an opening, amateur network marketers jump into their full presentation.
If the prospect takes a breath, well, that looks like the time to pull out the flip chart and start a quick 40-minute monologue of the benefits of the business opportunity.
I've been on the receiving end of plenty of these presentations. I bet you have too. And it's not very pleasant.
Most of these presentations end in failure.
Why?
Because the prospect doesn't feel a sincere or desperate need for this "wonderful" opportunity.
Professionals know that it is useless to provide a solution when the prospect doesn't perceive a problem. In other words, before we begin our presentation, we must first convince the prospect that he wants to fix a problem.
That's called . . .
Digging deeper for more pain.
And the deeper you dig before you begin your presentation, the easier the presentation becomes. Offering to solve the prospect's problems too soon will work against you because the prospect will only see you as a boring intrusion in his life.
An easy way to dig for problems is:
1. Ask questions to identify a problem or lack in the prospect's life.
2. Go deeper into the problem to point out the serious nature of the problem.
3. Review the serious consequences of not solving the problem.
4. Check to see if there will be additional problems caused by not solving the present problem.
Want an example?
Let's say that your prospect has a problem with not enough time. He commutes long hours to and from work, and has to work most Saturdays to keep up with the increasing work load. Yes, our prospect has a time problem.
#1. Ask questions to identify a problem or lack in the prospect's life.
If you had Saturdays off, what would you do?
How long has it been since you attended one of your son's baseball games?
Do you remember what it was like when you and your wife had time to go out to a dinner and a movie?
Is your vacation time a quality time with the family, or just catching up on everything you have put off during the year?
2. Go deeper into the problem to point out the serious nature of the problem.
What does your son say when you tell him you can't go to his baseball game?
Do you feel stressed because you have no time for yourself? No time for hobbies? Not enough time with your spouse and family?
Do you ever feel that life is passing you by and that you'll never travel and see those places you dreamed about when you were in school?
3. Review the serious consequences of not solving the problem.
Because your son is too young to understand why you can't come to his baseball games, what effect will this have on him?
How do you feel every day at work knowing that your schedule may never change?
Do you feel like you might be waiting too long to enjoy life? That you might be too old when you finally get some free time?
4. Check to see if there will be additional problems caused by not solving the present problem.
If you don't start spending some quality family time, what do you think is going to happen?
How long will your spouse be happy with your present schedule?
Do you think your body will hold up to this constant stress?
And now it's a better time to start our presentation.
The prospect feels a problem, feels a need to solve the problem, and will be attentive to our proposed solutions.
See the difference? It's easier when the prospect wants to hear what we have to say.
This article was written by Tom 'Big Al' Schreiter
2012-06-17 21:33:49
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