Prospecting Q & A: "Do You Have Any 'Killer Comebacks'?"

A strange thing happens to some people when they become network marketers. They seem to think there's some foreign language that mystically molds the responses of prospects to the desires of the networker. They think this new lingo will eradicate the "No's" and cause prospects to be predictably decisive.

These "closing statements" are like "Alice in Wonder Land" … they're not part of the real MLM world.

The following example will show what I mean.

Question:

"I can generate leads in many different ways and even get them to contact me. Our conversations are productive and seemingly good prospects get information. Then when it comes time to follow-up with them they seem to go into the Witness Protection Program, or they won't make a decision at all."

"Can you give me some killer comebacks so prospects will get back to me and tell me either 'yes' or 'no'? I can work with 'yes', and accept 'no', but 'maybe' is just impossible."

Answer:

"Here's what's happening."

==> Some people don't call back because they don't want to talk to us.
==> Some aren't interested in the opportunity.
==> Some might think we're too pushy.
==> Some think we're going to 'close' them.
==> Or perhaps their questions weren't answered."

"So, rather than using "killer comebacks" lets look at the reasons they find decision making difficult.
In order for prospects to make quicker decisions they need you to answer these 3 questions for them right away."

1. "What kind of business are you in?"

"Be very specific. Don't just say, 'I'm in health and wellness.' That could mean you're a physical therapist, or a chiropractor. If you don't follow-up such a statement with, 'Which means …', then your prospect probably will stay on the fence. Most prospects want to know more before they make an important business decision like this.

2. "How much money can I make?"

3. "What exactly must I do to earn that money?"

The ONLY thing you should ever "close".

After you answer these three questions quickly and precisely, ask your prospect this simple question, "OK, what do you think?"

This answers your prospects next question set:

==> "Are you done talking?
==> And possibly, "Is there a graceful way to back out?

This closes the door on these last two questions, along with anyothers that could pop up by leaving them unanswered.

Here are the most likely questions that can pop up if you don't answer your prospects first three questions quickly and exactly.

==> "Will I have to do humiliating things if I join this company?"
==> "Will I have to do things outside of my comfort zone?"
==> "Am I qualified to do the things expected of me?"

Our prospects respond to us based upon what we do and do not say. "Killer comebacks" used to get a "yes" or "no" response are poison to your business success.

If quick, easy, and predictable sponsoring results are important to you, then you've got to get to the point quickly and with surgical precision. Tell your prospects exactly what kind of business you are in, how much money they can make, and what they have to do to make that money.

You will find that more prospects will make quicker, more definite decisions more regularly when you leave nothing to chance by answering these three crucial questions right away. And never, never neglect to weed out the "maybes" by neglecting to offer a graceful way out with the question, "So, what do you think?"

I appreciate you,

Bill Tessore

Creating Wealth: What Is Your Phylosophy?

The whole world has one thing in common. Everyone has core values about acquiring money and wealth.

In this amazing video Robert Kiosaki, author of “Rich Dad Poor Dad” and “The Cash Flow Quadrant”, takes us step-by-step through an explanation of what these two core value sets are and how they really work for those who hold them.

Rich Dad Poor Dad - Robert Kiosaki

I am not telling you your values are wrong, or you should think my way. Here's what I am saying:

If you are content with being on the left side of the cash flow quadrant and where that is taking you, then that is great ... many blessings to you.

On the other hand, if you want to be on the other side of the cash flow quadrant then we need to talk.

I appreciate you,

Bill Tessore

How To Start A MLM Presentation - Product Or Opportunity? Part 1

Many network marketing newcomers are very excited to get going, but they don't know how to begin. The most common way this confusion reveals itself is in the question, "What do I show my prospects first, the product or the opportunity?"

That's a great question. Let's look at it and see what shakes out.

Question: “Would you lead your presentation with the product, or the business?”

Answer: Opinions on this topic abound. Some insist the opportunity is most important, while others say lead with the product to cull out tire kickers quicker.

Here's a simple solution.

Lead with common sense. To illustrate, here are a couple of examples:

Example A: At a meeting a prospect says, “My doctor just told me I have a short time to live and I should set my affairs in order.” If you tell her, “Well Julie, we have this awesome opportunity meeting in three weeks!”, then you are out of synch with Julie’s needs. This lady needs to hear about your life changing product first.

Example B: Bob tells you he just lost his job and he can't imagine how he will pay his mortgage, the car loan, etc. Bob is telling you he needs money NOW, so this is not the time to tell him about your amazing product. Once again you are out of synch with the prospect's needs. You'll lose Bob if you don't address his immediate need … a lack of income.

Combine listening with common sense.

Let common sense lead the presentation. Your prospect is the expert on what their immediate need is. Once that is established then you can go from there.

Your prospects want to know what's in it for them. Let them tell you what they need right now so you can best tailor your presentation to fit their individual needs.

When you allow common sense to guide your presentation amazing things happen.

I appreciate you,

Bill Tessore

Sorcery In MLM Comp Plans

I've said it again and again, “If you want to build a network marketing business that’ll pay your children’s children, then you must know what’s in your Policies & Procedures (the contract between you and your company).

Richard Dennis didn’t read the P&Ps, and if you repeat his mistake what happened to him could also happen to you.

Author of the tape, “Dead Doctors Don’t Lie”, Richard learned the value of reading the P&Ps the hard way. He built a very lucrative customer base to the pinnacle of the compensation plan in a particular MLM company.

That business Richard built was so lucrative that the company he represented decided one day to review their contract with him (the Policies & Procedures).

"Oh now Richard, you don't really need all that money."

It seems the company lawyers found a clause that gave the company the power to finagle the compensation plan to a completely different structure, AND eliminate all those pesky distributors … including their highest paid rep, Richard Dennis.

This one little clause caused Richard's $40,000 +monthly income to flat-line.

So, is it important to read your company's Policies & Procedures? According to Richard Dennis it is absolutely critical to read the Policies & Procedures before you put your blood, sweat, & tears into building a MLM business.

Failing to do this one simple thing gives the company the advantage. According to Richard, "They will use it if they think they need to."

I appreciate you,

Bill Tessore