Lesson 7: Questions Your Prospect Really Want to Know. – Post 251

Over the past few posts we have been discussing “How to Give a One-Minute presentation” as presented by Tom “Big Al” Schreiter. Today we are going to cover Lesson 6, the third question that the prospect really wants to know, 

“So exactly what do I have to do to earn this money?”

This is the most important question, and most networkers don’t answer this question. They conveniently skip over this question and now the prospect has to go home and figure it out for himself.

Ouch.
This is one huge reason prospects say, “I have to think it over.”
We didn’t answer this question in our presentation, so how could we possibly expect them to make a decision?
Or we say something really lame such as:
    • “It’s a sharing and caring business.”

 

  • “Just talk to people.”

 

 

Ouch. Ouch.

We must describe exactly what the prospect has to do to earn that money. Then our prospect can make an immediate decision.

I don’t mean this!

I don’t mean to describe the compensation plan complete with bonus volume, staged levels of achievement, etc.

The prospect simply wants to know approximately what kind of activity will be needed to earn the money you quoted him.

You don’t have to be 100% accurate, read the policies and procedures, describe the minimum 60-day volume required to earn the Star Trek Commander bonus, explain the legal definitions of each term used, etc. All you have to do is tell the prospect approximately what he would have to do to earn the money you quoted.

Want some examples?

If you quoted your prospect an extra $300 a month, you could describe his activity as this:

    • “All you have to do is: every day pass out a sample of our super moisturizing cream and a DVD describing how to use it, and at the end of about three months, you will have enough people using the super moisturizing cream that you would earn an extra $300 a month.” 

 

  • “All you have to do is: between you, and everybody you talk to, and everybody they talk to forever and ever . . . find about 25 families who want to drink the juice so that they wake up in the morning feeling great. And then you would earn an extra $300 a month.” 

 

 

  • “All you have to do is find three families every month who want to lower their bill payments and start having some free extra money to spend as they like. And then you would earn an extra $300 a month.” See the difference?

 
Now your prospect knows exactly what he has to do to earn that extra $300 a month.

This is being polite as we are answering the question the prospect wants to know.

Sounds good, but how do I close?

Hang on! I will be back to you in my next post with three of my best closes. These closes are short, low-pressure, and easy on your prospects. They will love it.

So stand by for lesson #7 where we will learn how to close in a comfortable, but effective way.

Thanks to Tom “Big Al”Schreiter for this simple and amazing training that can set you on the road to super success. To download “Big Al’s” books on Kindle visit http://BigAlBooks.AIMHighForSuccess.com

As the late Jim Rohn always said, “REMEMBER THE SAME WIND BLOWS ON ALL OF US, ITS THE SET OF YOUR SAIL THAT DECIDES YOUR COURSE!!” Set your sail for success in network marketing today by learning the skills for success. If you would like some personal help on this and any other aspects of network marketing then subscribe to my blog AIMHighWithKeith.com and be sure to check out some of my past posts. Also if you find value in my posts please share them with your team. 

http://aimhighwithkeith.com/2014/05/lesson-8-how-to-close-post-349.html

Lesson 6: Coffee Shop Conversation – Post 250

I want to step away from the conversation that I have been sharing with you about what your prospect really wants to know and delve a little bit deeper into our last post.

We were discussing the second question that the prospect really wanted answered and that was “How much money can I make.” I mentioned in that post that we needed to tailor our discussion to match the prospects desires but I really did not delve into exactly how to do that. On this post I wanted to touch on that in a little more detail by sharing advice given by Youngevity’s first Ambassador and multi-million dollar earner, Tom Chenault.

Tom Chenault is famous for his Coffee Shop Conversation!

Success in network marketing isn’t about us, it’s about you. Unless you’re making money, we’re not making money. Indeed, unless you’re getting what you want from your business, we’re not getting what we want. Tom attributes his massive success to that philosophy.  

Tom says that building a successful network marketing organization is about building relationships and what better way is there to get to know someone or find out what is going on in their life than by inviting them out for a cup of coffee. He has absolutely MASTERED that skill.

I want to take a moment to share with you what Tom thinks about what he calls the “Coffee Shop Conversation.” I have adapted this into my prospecting process and it has made a remarkable difference.

Click here to download a copy of the “Coffee Shop Conversation.”

http://AIMHighWithKeith.com/2014/05/lesson-7-questions-your-prospect-really.html

Lesson 5: Questions Your Prospect Really Want to Know. – Post 249

Over the past few posts we have been discussing “How to Give a One-Minute presentation” as presented by Tom “Big Al” Schreiter. So far you’ve learned the following:

    • Lesson #1: “Why prospects won’t give you an appointment.” 

 

  • Lesson #2: “How to get an appointment with almost 100% of the prospects you talk to.” 

 

 

  • Lesson #3: “How to get your presentation down to one minute.” 

 

 

  • Lesson #4: “Question #1: What kind of business are you in?” 

 

 

Today, we are going to cover the 2nd question that your prospect really wants to know. “How much money can I make?”

So, how do you answer the question, “How much money can I make?” This is easy. You will simply pick a figure that you feel matches your prospect’s desires.

For someone just looking to earn a few hundred dollars a month part-time, you will describe one income.

For someone who wants to quit his job and build a fortune, you will quote a different income.

You want to match what your prospect is looking for.

If you quote thousands of dollars of extra income to someone earning minimum wage, it may seem too unbelievable or unrealistic.

Conversely, if you quote $100 extra a month to someone looking for a full-time business, that would be discouraging.

So how do you know how much income to describe?

Use your common sense.

But sometimes you may not know the prospect.

So in those times, cheat! Just ask.

Say something like:
“If you were to have an extra income with our business, how much extra income would you be looking to earn?”

However, most times you will know. For example, if the prospect is answering an advertisement that you placed that offered $500 a month, you know how much income to describe.

So stand by for lesson #6 where we will step away from “Big Al’s” one minute presentation briefly and talk about how to get an understanding of where your prospect currently is in their life and how you may be able to help them. On the next post we will discuss the “Coffee Shop Interview.”

Thanks to Tom “Big Al” Schreiter for this simple and amazing training that can set you on the road to super success. To download his books onto Kindle visit http://BigAlBooks.AIMHighForSuccess.com

As the late Jim Rohn always said, “REMEMBER THE SAME WIND BLOWS ON ALL OF US ITS THE SET OF YOUR SAIL THAT DECIDES YOUR COURSE!!” Set your sail for success in network marketing today by learning the skills for success. If you would like some personal help on this and any other aspects of network marketing then subscribe to my blog AIMHighWithKeith.com and be sure to check out some of my past posts. Also if you find value in my posts please share them with your team. 

http://AIMHighWithKeith.com/2014/05/lesson-6-coffee-shop-conversation-post.html

Lesson 4: Questions Your Prospect Really Want to Know. – Post 248

Over the past few posts we have been discussing “How to Give a One-Minute presentation” as presented by Tom “Big Al” Schreiter. Today we are going to cover Lesson 4, what information does the prospect really want to know?

What information does the prospect really want to know?

Ah, there is the million-dollar question.

 

In order for a prospect to make an immediate decision to:

  1. Say he wants to join your business,
  2. Say he doesn’t want to join your business,
  3. Or, to maybe have a question or two, 

You must answer three basic questions.

That’s it!

At this point in your career, your prospect only wants the answers to three basic questions.

If you answer these three questions, your prospect will have enough information to make a decision.

And if the decision is to join your business, all of those other facts, figures, and information can be learned later on in training.

Simple, yes?

So let’s take a look at question #1.

“What kind of business are you in?”

Would you ever join a business if you didn’t know what kind of business it was?

Of course not.

And if you were confused or unclear about what type of business you were asked to join, you still wouldn’t join.

We must be perfectly clear what type of business we are in or our prospects will delay their decision because we didn’t answer this question clearly.

I bet you have heard your prospect say:
“I got to think it over.”

So what type of business are you in?

Insurance? Sport fishing? Farming? Mechanical repair? Circus performing? Soldier of fortune? Landscaping? Nuclear medicine? Shoe repair?

Your prospect wants to know.

Big Al was in Sweden about 10 years ago when he asked a networker:
“What type of business are you in?”

He replied:
“I am in the global search for entrepreneurial talent, for time freedom and financial freedom, whereby they can enhance their efforts through multiple streams of residual income, thereby improving their lifestyle . . .”

Well, you get the idea.

No wonder this networker was having a hard time sponsoring. The prospects had no idea what kind of business he was offering!

How do you describe your business?

Do you say:
“I am a distributor with the Wonderful Company, from the Wonderful City, started in the wonderful year of 1991 by Mr. Wonderful who is a wonderful, wonderful family man, and we have wonderful products, wonderful employees, wonderful shipping, wonderful uplines, wonderful blah, blah, blah . . .”

Or do you say:
“I am in the skin care business.”
(And the prospect thinks you make bandages for cuts, or maybe you do skin grafts.)

“I am in the health and wellness business.”
(And the prospect thinks that you change bed pans at the local nursing home.)

“I am in the financial services industry.”
(And the prospect thinks that you are a bank teller.)

If you don’t know how to describe your business, here is an easy way that should help.

“Which means.”

When you describe your business, you should use the “which means” words to connect your business to one of your products or services. This helps the prospect understand exactly what you do in your business.

Want an example?

Try this:
“I am in the skin care business which means that we have this wonderful moisturizer that makes your skin look 20 years younger in only 45 seconds a day.”

“I am in the health and wellness business which means that we have a delicious juice that people drink that helps them wake up an hour earlier every morning feeling like a million dollars, and fall asleep at night within seven minutes of their heads hitting the pillow.”

“I am in the financial services industry which means that we help families lower their mortgage, credit card, and car payments so that they have more money for fun things and retirement.”

See the difference? Now your prospect knows exactly what kind of business you are in.

Don’t forget those magic words, “which means,” as they will guide you to a better description of the type of business you are in.

Now for question #2, “How much money can I make?”.

I will see you in my next post.

So stand by for lesson #5 where we will continue learn about the questions the prospect needs to know to make an IMMEDIATE decision to join your business.

Thanks to Tom “Big Al”Schreiter for this simple and amazing training that can set you on the road to super success ( BigAlBooks.AIMHighForSuccess.com ).

As the late Jim Rohn always said, “REMEMBER THE SAME WIND BLOWS ON ALL OF US ITS THE SET OF YOUR SAIL THAT DECIDES YOUR COURSE!!” Set your sail for success in network marketing today by learning the skills for success. If you would like some personal help on this and any other aspects of network marketing then subscribe to my blog AIMHighWithKeith.com and be sure to check out some of my past posts. Also if you find value in my posts please share them with your team. 

http://AIMHighWithKeith.com/2014/05/lesson-5-questions-your-prospect-really.html

Lesson 3: How to get your presentation down to one minute. – Post 247

How to Give a Presentation in One Minute

Over the past few posts we have been discussing “How to Give a One-Minute presentation” as presented by Tom “Big Al” Schreiter. Today we are going to cover Lesson 3, How to get your presentation down to one minute.
 
How are you going to be able to give an entire presentation in only one minute??? There are only two ways to get your presentation down to one minute.
  1. Learn to talk really, really fast. 
  2. Take some things out of your presentation. 

Let’s work with taking some things out of your presentation.

Most of our presentations are filled with facts, figures, and information. But if a prospect is not going to join, does he need to know all of those facts, figures, and information?


No.

And if a prospect is going to join, the prospect can learn most of those facts, figures, and information later in training.

For instance, if you talk about your company, you can take out the name of the company founder, the company founder’s credentials, the names of the board of directors, the profit and loss statement for 1994, the number of new distributors sponsored in May of 2004, the size of the executive conference table, and we don’t have to read every article ever written about how wonderful the company is.

And yes, we don’t even have to show the PowerPoint slide that shows a picture of a window on the second floor of an office building.

Whew! That’s a relief.

Because if the prospect is not going to join, he doesn’t need all that data.

And if the prospect is going to join, well, all this information can be taught at training.

If you talk about your products or services, you can take out the name of the rock formation in China where the special herb is grown that is picked by Leprechauns at midnight when the dew point is just right, the number of bauds per square inch of data stream transferred on your broadband, the type of ink that is used on the label, the number of employees who wear lab coats on Thursday afternoons, the 650 testimonials, the 44-page research report from the Clemson University, etc.

Because if the prospect is not going to join, he doesn’t need all that data.

And if the prospect is going to join, well, all this information can be taught at training.

And what about all the time we spend describing the compensation plan?

Do you describe the qualifying volume, the bonus volume per product, the number of qualified customers needed to advance to the next rank?

And do you mention every position in the compensation plan?

Let me ask you this:
Did you understand your company’s compensation plan the first time your heard it?

Probably not.

And do you really understand it even now?

In many cases . . . no.

So let’s take out the compensation plan. This will work for most prospects. The exceptions are the engineers, accountants, and trivia collectors. Because if the prospect is not going to join, he doesn’t need to know all the details of the compensation plan.

And if the prospect is going to join, well, all this information can be taught at training.

By taking out all of these facts, figures, and information, we can now get our presentation down to one minute.

But what information does the prospect really want to know?

Look for my next post on what the prospect really wants to know!!!

Thanks to Tom “Big Al”Schreiter for this simple and amazing training that can set you on the road to super success ( BigAlBooks.AIMHighForSuccess.com .)

As the late Jim Rohn always said, “REMEMBER THE SAME WIND BLOWS ON ALL OF US ITS THE SET OF YOUR SAIL THAT DECIDES YOUR COURSE!!” Set your sail for success in network marketing today by learning the skills for success. If you would like some personal help on this and any other aspects of network marketing then subscribe to my blog AIMHighWithKeith.com and be sure to check out some of my past posts. Also if you find value in my posts please share them with your team. 

http://AIMHighWithKeith.com/2014/05/lesson-4-questions-your-prospect-really.html

Lesson 2: Getting appointments almost 100% of the time. – Post 246

 
Over the last post we started discussing “How to Give a One-Minute presentation” as presented by Tom “Big Al” Schreiter. Today we are going to cover Lesson 2, 

How to get an appointment with almost 100% of the prospects you talk to.

So you are talking with the prospect, and you want to make an appointment for a presentation. Maybe you have tried to set the appointment by saying things like:

  • “We have an opportunity meeting tonight. It’s only a few hours of your time. Want to come?” 
  • “You need to hear this millionaire on our conference call tonight. Forget watching your favorite television show. Take an hour instead to listen to a stranger try to sell you something.” 
  • “Your job won’t make you rich. Let me tell you what you should do with your life. I’ll get my sponsor on the telephone and together we’ll tell you what to do.” 
  • “I have this video you need to watch, and a PowerPoint presentation. Then I will show you how to make money as you watch me draw circles on the whiteboard …” 

See the problem?

It is what we say and what we do that drives the prospects to lean back and try to avoid us.

But we want our prospects to lean forward, anxious to hear what we have to say.

And we can do it by simply saying these two simple sentences:

  1. “I can give you a complete presentation, but it would take an entire minute.”
  2. “When could you set aside a whole minute?” 

That’s it!

When you say these two simple sentences: “I can give you a complete presentation, but it would take an entire minute.” and “When could you set aside a whole minute?”

How will your prospect react?

Your prospect will say, “How about right now?”

Almost 100% of the time, your prospect will lean forward and anxiously await your presentation because you said these two simple sentences.

Now, why will your prospects ask you for an immediate presentation? Because:

  1. They want to get it over with. 
  2. They think it will take longer than a minute to get rid of you, so why not listen now? 
  3. They are curious. They want to know, and they can learn everything in just one minute. 
  4. They don’t have to go to an opportunity meeting and waste hours trying to find out what it is all about. 
  5. They don’t have to sit on a long-distance telephone call for an hour, waiting to get all the details. 
  6. They feel safe. If the presentation is only one minute, there can’t be enough time for a high-pressure sales pitch. 
  7. You are simply telling them the facts, not trying to sell or manipulate them. 
  8. All the pressure and tension are gone, as you are simply giving them the facts in one minute.

Pretty cool, eh?

By simply saying:

  1. “I can give you a complete presentation, but it would take an entire minute.”
  2. “When could you set aside a whole minute?” 

Almost every prospect you visit will say:
“How about right now?”

This is how you take stress, tension, and rejection out of your business. You simply say the right sentences and your prospects react entirely differently.

Now your prospects will lean forward, anxious to hear your presentation.

Well, getting an appointment for a presentation is easy once you know exactly what to say. Just say these two simple sentences. That’s it.

But how are you going to be able to give an entire presentation in only one minute???

That’s why you should look forward to Lesson #3. We will start to learn exactly how we can get an entire presentation to the prospect in one minute, with all of the facts the prospect needs to know to make a decision.

Thanks to Tom “Big Al”Schreiter for this simple and amazing training that can set you on the road to super success.

As the late Jim Rohn always said, “REMEMBER THE SAME WIND BLOWS ON ALL OF US ITS THE SET OF YOUR SAIL THAT DECIDES YOUR COURSE!!” Set your sail for success in network marketing today by learning the skills for success. If you would like some personal help on this and any other aspects of network marketing then subscribe to my blog AIMHighWithKeith.com and be sure to check out some of my past posts. Also if you find value in my posts please share them with your team. 

http://AIMHighWithKeith.com/2014/05/lesson-2-getting-appointments-almost.html

Lesson 1: Why prospects won’t give you an appointment. – Post 245

Why prospects won’t give you an appointment.

Over the next few posts we will be discussing “How to Give a One-Minute presentation” as presented by Tom “Big Al” Schreiter. Today we are going to start with Lesson 1, “Why prospects won’t give you an appointment.”
 
Do your prospects resist your efforts to set an appointment for a presentation? Here is what they might be thinking:

  • “You are trying to sell me something.” 
  • “I don’t want to go to an opportunity meeting. I don’t know if it will be a waste of my time.” 
  • “You are trying to get your high-pressure sponsor to sell me something.” 
  • “I am safe if I don’t go on that conference call where they will convince me to join some scheme.” 
  • “I don’t want to spend money on anything.” 
  • “You will embarrass me if I decide not to buy or join your business.”
  • “If I am not interested, you will continue to follow-up and harass me until I am disgusted.”
Because your prospects have these thoughts, you must be a good salesman to set an appointment for a presentation. And, you must be willing to receive lots of rejection!
 
But most networkers don’t want to be a manipulative salesman. They just want to tell prospects about their program. And we all hate rejection!
 
Bottom Line, when you are talking to a prospect, think about this:
Is the prospect leaning forward, looking forward to your presentation?
Or is your prospect leaning back, putting up defenses, and trying to avoid a presentation?
 
In most cases, prospects are leaning back. This is uncomfortable for you . . . and the prospect.
 
So instead of manipulating prospects or trying to sell prospects, let’s take an entirely different approach. We are going to:
  1. Relax the prospect. 
  2. Get the prospect to lean forward, anxious to hear our presentation. 
And we are going to do this by learning TWO simple sentences that will change your life. All you have to do is say these two simple sentences and almost 100% of your prospects will ask you for a presentation . . . with no rejection.
 

On the next post I will continue with “How to get an appointment with almost 100% of the propects you talk to.”

 
Thanks to Tom “Big Al”Schreiter for this simple and amazing training that can set you on the road to super success ( BigAlBooks.AIMHighForSuccess.com ) .
 
As the late Jim Rohn always said, “REMEMBER THE SAME WIND BLOWS ON ALL OF US ITS THE SET OF YOUR SAIL THAT DECIDES YOUR COURSE!!” Set your sail for success in network marketing today by learning the skills for success. If you would like some personal help on this and any other aspects of network marketing then subscribe to my blog AIMHighWithKeith.com and be sure to check out some of my past posts. Also if you find value in my posts please share them with your team. 
http://AIMHighWithKeith.com/2014/05/lesson-2-getting-appointments-almost.html