Telephone Techniques That Work

I'm sure you listened to Tom Paredes' CD series, Telephone Techniques That Work. It's a great way to quickly focus prospects on what they want, and how you can get it for them. This is from one of the out-takes (stuff that didn't get included in the final version).

Conversation with an unqualified prospect:

Prospect: How much money can I make with your opportunity?

Tom Paredes: How much money do you want to earn?

Prospect: I want to earn $10,000 a month.

Tom Paredes: Have you ever earned $10,000 a month before?

Prospect: No.

Tom Paredes: Do you know what it takes to earn $10,000 a month?

Prospect: No.

Tom Paredes: What are you willing to do to earn $10,000 a month?

Prospect: Well, I don't want to have to make phone calls, and I can't go to opportunity meetings because I work nights, and I can't afford to mail postcards. Plus, I don't know anybody. I won't go out and meet strangers - that's just not me. My relatives won't talk to me . . . and if I can't earn at least $10,000 a month with your opportunity, well
. . . then you just don't have a good plan.

End of call.

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Don't sell features. Don't sell benefits.

Instead, base your sales presentation on your prospect's most pressing problem. Then you'll have your prospect's attention.

For example, if you talk about the weekly bonus checks, that's a feature.

If you talk about the benefits of weekly checks (not waiting until the end of the month, getting your earnings quicker, instant gratification for work performed, etc.) - you're doing better, but it still won't rivet your prospect's attention.

Try talking about your prospect's most pressing problem. For example, you might say:

"Next Tuesday your mortgage payment is due. That could eat up most of your paycheck. Wouldn't it be nice to get a check from our company that would pay the mortgage payment for you? Then you'd have your entire paycheck to do what you want."

See the difference?

Your prospect is constantly thinking about his problems - not your benefits.

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You're only one good prospect away from a $1,000,000 career!

Just imagine that you continue promoting and talking about your business. At some point, you will cross paths with a prospect who is looking for an opportunity to change his life and you are the answer.

Maybe you don't know this prospect now. Maybe it will be some chance encounter sometime in the future. It doesn't matter how you meet this prospect. It just matters that you were still enthusiastic about your business and impressed your prospect.

What can one good prospect mean to you financially?

The prospect could mean a million dollars over several years. And thats a powerful incentive to be persistent in your business.

There are many networking leaders today that enjoy powerful incomes because of just one good prospect.

Why not join them?

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How Networkers Scare Their Prospects

Anyway, we had a long talk about how networkers scare their prospects by being too "proprietary" - in other words, no matter what the prospect says, our networking company has the answer :)

So if the prospect says:

"I have a headache."

We jump right in and push our product.

And if the prospect says:

"My long-distance bill seems too high."

We jump right in and say:

"You will feel better about your long-distance bill if you take our vitamins and use our skin care."

No wonder prospects avoid us. So instead of insisting that our company can provide every solution to every problem, why not try this strategy?

Get the prospect to continue the conversation. Ask the prospect to describe the problem in more depth. Expand on the pain of the problem.

Then, once the prospect is clear about the problem, we can say:

"Have you ever considered doing something about it?"

If the prospect is interested, he will ask for ideas and solutions from us. If the prospect is not interested, he will make an excuse and the conversation continues without rejection. This is a much nicer and very polite way of dealing with prospects.

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A fellow genius once told me . . .

Here is what this marketing genius said:

To sell a woman anything, simply put these words in front of what you're selling:

1. Sugar-free
2. One calorie
3. On sale

To sell a man anything, simply put this word in front of what you're selling:

1. Turbo

So I tested his theory. I said to my wife, Susan:

"I think it was on sale."

She replied:

"What? What was on sale? How much? Is it still on sale? Where was it? Do I have enough time to go now?"

Gee, I didn't even say WHAT was on sale. Pretty powerful stuff.

Unfortunately my wife knows all things -- even the "Turbo" technique. So one day she tells me:

"And now it comes in a turbo model."

I reacted:

"What? A turbo model? What kind? How fast? Does it have extra options? Will it be faster than my friend's? How powerful is it?"

So why not position your products and opportunity with these tips in mind? For instance, you could say:

* One calorie super vitamin program.
* Quick start distributor kit now on sale.
* Turbo MLM (Hey, what a great name for a book!)
* Turbo training day.
* Sugar-free munchie bar.

Get the idea?

It is what we SAY that makes a difference.

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