The following is an outline of a call titled “Quality Conversations”, which I conducted for our PRO community as recently as yesterday.
I trained on how to talk to your leads, and I promised the members I would post the outline here on my blog for easy access.
So, here we go…here’s Part 1. I will post the second part tomorrow.
1. Don’t try to be your prospect’s friend. They don’t need a friend, they need a leader.
Yes, you’ll want to build rapport. No, you should’t go directly from “hello” to “here’s how to get started” – that’s obvious.
But spend no more than 20 seconds building rapport, then move on. In other words, don’t get stuck talking about the weather!
2. You are not calling to answer their questions, you are calling to ASK the questions.
“In any conversation it is the person asking the questions who holds the power”…I don’t know who that phrase originated with but it’s true.
If you let your prospect drill you, you lose control; you get on the defense. No, no, no…never, ever let them do that.
Go into the call knowing what you want, having a clear objective. You interview them. Get them to talk about themselves, get to their PAIN…
Is their job stressing them out? Are they losing money in their MLM because they haven’t been taught how to market properly? Don’t have enough time with their kids?
Once you know where they are hurting, you can show them exactly how the remedy (your opportunity) will help them.
3. “Less is more”.
Don’t try to sell them, allow them to sell themselves.
People hate being sold to (but they love to buy). They want to feel as if the purchase was their idea.
Don’t ever try to convince someone to buy from you. It will only turn them off. The more you try to persuade them, the more likely they are to pull away.
When you talk to prospects, don’t ramble on and on about your products or your opportunity. In fact, the less you say, the more intrigued they will become. (Psychology, psychology, psychology…)
4. When you know how to market, the sale takes care of itself.
If you make sure your internet presence is working for you, building that relationship between you and your prospect, then more often than not, your prospect will be pre-sold by the time you have your first phone conversation with them.
What do I mean by “internet presence”?
I mean valuable content that you have online, such as your auto responder messages, videos, blog posts, articles, social media visibility, forums posts…and so on.
When your prospects see that you have true value to offer, that you are transparent and real in all your marketing, and – last but not least – that you are a Leader, they become pre-conditioned to want to join you.
Everyone wants to buy from and work with those that they like, trust and respect:
Use the Internet to get your prospects to feel this way about you, and the sale will happen almost automatically. (Seriously!)
5. Put on your “posture” (like you put on your shirt).
If you find this difficult, try the following ‘trick’: When you pick up the phone, pretend you’re Donald Trump, (or Oprah for all you ladies out there).
Does “the Donald” have patience for people who he feels are just wasting his time?
Does “the Donald” take orders from people? No – he only gives orders, right?
He’s on a schedule, he’s busy, he’s got other appointments waiting, he’s “all business”..
Remember this, it is not so much what you say but how you say it – it’s about whether you have authority with your prospect.
Check back tomorrow for the last 5 tips!
In the meantime, feel free to leave any comments or questions below, and/or to retweet the post if you think it can be of help to others!
Successfully,
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This entry was posted on Thursday, June 30th, 2011 at 5:24 pm and is filed under Attraction marketing, Leadership, Mindset, Sales Psychology, Sponsoring & Recruiting. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.
Just want some help and getting going in my melaleuca business. Products fantastic. compensation plan great, Have customers. but dont seem to be able to get people that want to be business like me, Done my website, but no idea how to promote it. How can you help me Lena. I am in New Zealand. Just want to expand and help others, is your programm expensive. i couldnt really find how much it is going to cost, thanks for your time. Have enjoyed reading and listening to you. raewyn
Hi Raewyn. I’ll be glad to help you. What you’ll want to do is connect with my Director of Sales Development…Skype is best. She’ll direct you to the next steps. Her contact info is in the emails you are receiving – or you can just “reply” to one of the emails and request it.