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16. Opening statements should be scripted, but never read. Your opening statement should come across naturally and conversational. Write your opening statement same way as you speak. Role-play with your upline or coach. Learn it word for word and memorise it. It helps to establish opening rapport and learn about your prospects primary wants.
17. Go back to your inactive down line and call them. “We had opportunity to work together last year”… Situations change! See where they’re at and if you can work together again.
18. Pause after you have asked a question for two to three seconds (golden silence). Give prospects time to respond. Don’t answer for them. It applies when they ask you a question. Show you’re concerned about responding to them. Think through what you’re going to say back to them. Adds credibility. Take notes about your conversations and use keywords your prospect has used.
19. Listen for tones and feelings behind your prospects words. There is hidden meaning in what we say, by how we say it. Face-to-face it’s called body language. It shows you’ve been educated on how to do things properly. How we say something is as important as we say it.
20. Don’t get frustrated when someone answers your call and are in a rush. Accept people can be occupied with others things. Gage your response, initial questions or call back at a more convenient time.
21. Practice listening on phone and off. Most of us are guilty of selective hearing. Learn not to be judgemental or biased…listen to information and then process it.
22. If you have done everything right your prospect will volunteer to join or purchase your product…don’t count on it. Close your prospects. Simply ask them what their next step is. What is their plan? When? Follow up and follow through.
23. Use questions to strike with prospects convictions. Their conviction may not be strong enough yet. Strengthen their convictions by asking questions… What do you suggest we do from here? They will tell you.
24. Ask for a commitment with conviction. Is there any reason why you won’t join XYZ Company today? Is that your plan? Are going to join today? Talk in a positive way.
25. Get people to visualise using your product or service. Help people visualise success they can have with your business opportunity. What does it means to them. It comes back down to your prospects primary wants. What will $4,000 a month allow your prospect to do? Ask them!
To Your Success, Jason Clark
Jason Clark is a Leaders Club independent marketer who shows network-marketing professionals how to build happy, productive, moneymaking, and duplicating downlines! Get a FREE MLM Training Tape and Discover the 4 Major Pitfalls that Cause 97% of Network Marketers to Fail! Visit http://www.BeAMLMHeavyHitter.com