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Are You Boring Your Prospects?

Posted by suthers, Nov 12 2010, 03:07 PM

Let me ask you a question, when you joined your company, were you actually excited about the products or services that they offered?

I ask that question because so many presentations are the opposite of exciting - they are downright boring. Let's do something about that right now!

Let's start with the most obvious. Let's say you're at a family barbecue, or a business networking function, or a party, and someone asks that perennial question "What do you do?" Now, I do hope that you're not still telling people your "day job" if you're only part-time in your MLM business. Your salary isn't going to increase by letting people know you're a "teacher" or a "plumber". But maybe your OWN BUSINESS could grow if you handle this well. Now you could be unprepared and just stumble an answer. You could give a dry description of your company. You could terrify the heck out them by telling them you're a network marketer. Or you could say something that was at least a bit rivetting.

I have a range of things I say, depending on where I am, and my mood at the time. For instance at my tennis club, or at family functions, I might say "Well actually lately I've been helping people with their sex lives in a really interesting way". If I'm at something more formal I might say "I give people a licence to print money" and might even add "Do you know anyone who wants some?"

These little lines are designed to break the ice, avoid triggering defensive attitudes, and get people smiling and asking questions. And the way that I answer that might be a quick description that shares my excitement at the same time "taking it away" from them (eg, "This probably wouldn't be for you, but maybe you'd know someone"). Or I might answer with my 100% appointment strategy, but that's a topic for another day .....

Now when I get down to the "eyeball to eyeball" presentation of my opportunity, it is fast-paced and emotive. I show a product, I show stunning proven results. I show another product, I show more stunning proven results. I ask them have they ever seen or heard of anything that can do anything like that, ever before. I ask how many people they know who would actually give their eye teeth to have those products, and I base my income projections for them on LESS THAN WHAT THEY'VE ESTIMATED.

Then I show them the published, audited average earnings so that they can see for themselves that people are getting those incomes and much more.

Then I build a word picture of what they'd need to do in order to earn that money, and more word pictures of how they'd be spending that money.

In short, I bring the presentation alive to fit the person, and I make it as experiential as possible. The more analytical the person, the more I go into financial analysis, company track record, scientific platform, etc, etc, but the real power in the presentation is that it is far from boring because it is about exciting products, an exciting opportunity, and it is always about them, not me.

As long as I'm talking about them, I'm possibly the most interesting person on the planet, and so is my presentation ...



  barcon, Jan 25 2011, 04:40 AM

Interesting article, its also important when hiring people to make sure they believe in the product/service, otherwise they'll bring down morale!

  Simon, Feb 5 2011, 04:57 AM

great work..help people to know the value of product/service
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  Amygdala Solutions, Mar 21 2016, 10:21 PM

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Welcome to a Better Playing Field!

The odds are well and truly stacked against the small business person and the professional sales person. As things stand you will never find these guys on any "rich list" because they have no hope in hell of ever getting ahead and building real, sustainable wealth. They are trapped in their jobs, as employees, or as owners who've "bought a job".

I started this blog to change the playing field big time, so that ordinary people can make it as big as they like, retire when they like, and live like they want.

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