I recently jumped into the world of BlogTalkRadio!

My first radio show was a lot of fun and I talked to my friend and fellow mentor, Judit Regev, from Israel.

“Discover the Secret of Turning Bad Prospects Into Good” is a show talking about personality colors.  Knowing a prospect’s color is important in knowing how to talk to a person and how to present information to them.

Listen to the show here to learn an overview of the colors. 

To find out more, download the ebook, Success In 10 Steps, to gain access to our full training program.

Once you read the ebook and listen to 2 core principles audios, I will give you access to the entire Colors To Success training audio.

Believe In Your Success, I Do!
Karen
mentor.karen.j.miller@gmail.com

One of the greatest challenges Network Marketers face is How To Talk to Prospects.

Everyone knows how to talk to people, we do it every day.

But when it comes to talking to potential customers or business partners we suddenly lose the ability to relate to them on a personal basis.

Most people tend to enter this salesman mode and start regurgitating the script we were taught to use by our upline sponsors.

As we see the people we are talking to going stone cold with glazed over eyes, we soon realize there has to be a better way.

Exactly what to say is covered in another post.

But here, I want to draw attention to how our body language talks to prospects.

What our hands, feet, posture, and eyes are saying to a prospect can make or break the relationship.

In an article on RealSimple.com, What is Your Body Language Saying?, they list several examples of positive and negative body language.  Below are some examples of what to do right.

Smile with your whole face. 

Make sure you are always presenting a warm, genuine smile from your heart.  Honest smiles use all of your facial muscles…even those “crow’s feet”!

Stay calm.

When you’re nervous you may blink more, close or rub your eyes, lower your gaze, shift your weight, massage your forehead, pick your nails, and bite or lick your lips. 

Subconsciously your prospect will pick up on your discomfort.

Be honest. 

When a person tells a lie, which includes embellishing a company’s pay plan or withholding negative clauses in the contract, their habits will give it away. 

Tell-tale habits when someone is lying are scratching the nose, concealing one’s hands, and looking at the other person longer than usual.

Be interested. 

Nodding your head, leaning forward, tilting your head towards the other person, raising your eyebrows, and keeping your arms and legs unfolded are all ways to show your prospect that you are interested in what he/she has to say.

Ways in which we impart confidence and authority, include standing with your legs apart and spreading your things out around you rather than keeping things right in front of you or in stacks.

Keeping your hands open and using hand and arm gestures gives the impression that you are warm and agreeable.

Body language is important because it speaks to the other person on a subconscious level.  It is how we communicate emotionally.

Body language affects the gut reaction the other person gets about you.

Make sure you practice talking to someone while standing in front of a mirror.  You can talk to your kids, your dog, or your teddy bear.  Just be comfortable in your own skin.

While talking to a potential prospect, always make a quick mental note of how your body feels and what you are doing with yourself.

Remember to relax, be open and genuinely warm.  This is the most important key to building confidence in your relationship with your prospect.

Believe in Your Success, I Do!
Karen
mentor.karen.j.miller@gmail.com

I am being lazy with this post…but it is still a very valuable article because it comes from no one other than…

Tom “Big Al” Schrieter!

Tom creates amazingly funny and simple trainings for all network marketers, no matter what stage of business building we are in.

You can sign up for Tom’s free newsletter at www.FortuneNow.com.

This training is one of Tom’s favorite topics How to Talk to Prospects.

I’m sitting across the prospects’ kitchen table. They are afraid to make a decision. They’re thinking:

“We don’t want to make a mistake.”

“What if we make the wrong decision?”

“Let’s think it over and delay any decision until we have to.”

“What if we fail?”

“Maybe we should just take our time thinking about this.”
And they’re thinking . . . and thinking . . . and thinking. Oh, if they would only make a decision, any decision, it would be wonderful. I could go home. They could get on with their lives.

But no. That would be too easy. The prospects insist on torturing themselves with indecision. They don’t realize that “not making a decision” is really making a decision to keep things just as they are.

 

For example, the train is pulling into the station. You don’t know if you should board the train or not. So you think, think, think . . . and soon, the train has already left the station. Your indecision actually made a decision:

You’re not going to be on that train.

You and I know this. Our prospects don’t.

Our prospects don’t realize that when they delay making a decision about our business, they are effectively making a decision to keep their lives the same.

And keeping their lives the same is okay. It’s just that they should be consciously making that decision.

 

 

So here are a few questions that you can ask your prospects. They’re innocent, non-aggressive questions. These questions will help your prospects make a conscious decision on what is best for their lives.

1. What will happen if you don’t join our business?

Of course the answer is:

“Nothing.”

But you don’t answer that question. Let the prospects mentally answer that question for themselves. They’ll probably be thinking this:

“Life will be the same. Tomorrow will look just like today. We’re going to wake up early, commute to work, come back late, grab a quick meal, watch a few minutes of television and go to sleep. Yep, we’re going to get this routine over and over again – until we’re too old to work.”

Not a very pretty picture, is it? Now if the prospects choose to leave everything the same, if they choose to avoid your opportunity . . . that’s okay. They are making a decision. And that’s all we ask.
Try some of these to see if one fits your style.

2. If you don’t start your own business now, do you see yourself always working for someone else?

3. What do you think will happen next year if you decide not to make any changes this year?

4. Do you think your job routine (five days a week, two weeks of vacation every year) will ever change?

5. I see that you’re kind of stressing out about risking a change in your daily life. Why not just relax and enjoy your life as it is?

6. You don’t have to make a decision to start your own business tonight. Instead, you could simply make a decision to not start your own business and keep your present job routines.

7. You know, you might be thinking, “My daily routine isn’t so bad. Maybe I’ll keep living this way.” And that’s also a good decision. Do you think that might be best for you?

 

 

All of these questions remind our prospects that the pain of their problems won’t go away by postponing a decision.

So make it easy for your prospects.

Remind them to make a conscious decision about their futures.

And remember, this technique is rejection-free.

We’re not attached to the outcome.

We’re not responsible for the decisions they make in their lives.

We’re only obligated to give our prospects the choices.

The rest is up to them.

Isn’t Tom fantastic?!?

Another great benefit of getting Tom’s Newsletter, is knowing where he will be in the country so you can catch him at one of his seminars.

Meeting Tom in person and learning from him face to face is an experience you cannot do without!

See you there!

Believe in Your Success, I Do!
Karen
mentor.karen.j.miller@gmail.com