Having sales posture in network marketing is super important. When you use sales posture on your prospect, you don’t look desperate which is important but even more important is that you save time and work more efficiently. When you have sales posture, you are unattached from the outcome and you don’t waste any time chasing uninterested prospects.
So how do you create sales posture with a negative prospect?
Before I tell you the 3 ways of creating creating sales posture with a negative prospect, if you want to know how to really step into someone’s world then get the free audio download of “Network Marketing Questions That Work.” You’ll be able to steer the conversation and get the right prospects to chase you and WANT to know more details about your business.
1. Bad Past Experience With MLM
If your prospect expressed that they have been in network marketing before and they haven’t had good results, an amateur prospector will try to appease the prosoect they’ll say that this opportunity is different because of the team, or the company, or the comp plan or the product.
When you try to convince your prospect that “this time will be different”, you end up sounding desperate. Instead, turn the tables around and ask them something like this:
“Well, it didn’t work out well for you last time, this might not be a good fit for you. Why would this time be any different?”
When you turn the tables around, you change the energy and the psychology of the situation. Instead of you trying to convince them to join, the conversation changes to them convincing you that they would be a good team mate.
2. They Don’t Like The Presentation
After your prospect sees the a presentation (webinar, video, phone call, or in person) you should always follow up and ask them, “What did you like the best?” If they answer positively, then finish with the close. If you don’t know how to close after your prospect expresses positivity after seeing a presentation, then read about what to do next in a blog post that I wrote earlier that’s all about closing, it’s called 7 Non-Salesy Ways To Ask For The Sale Without Feeling Pushy
But what if they say they don’t like anything about what they saw? I’ll follow that up with something like this:
“Why did you even look?”
“What were you hoping to find?”
When you ask questions like that, you (once again) turn the tables around. They might say that they looked at the presentation simply as a favor to you (or whomever invited them to see it) but most of the time, they tell you that looked because they are unsatisfied with their current situation. Maybe they aren’t making enough money, or perhaps they hardly get to see their family.
When they start sharing that they are dissatisfied with their life, they become more open minded. That’s when I like to make them think about their future and ask them this:
“If you don’t do this, then what will you do?”
If they don’t have an alternative then they often become more open minded about joining.
To learn the 3rd way of creating sales posture with a negative prospect, be sure to watch the video.
Now, you know 3 ways of creating sales posture with negative prospects. All you have to do now is apply them when the time is appropriate.
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Ever Walk Away From That “Perfect Prospect” and Wish That You Knew What To Say? Get the free audio download of “Network Marketing Questions That Work.” You’ll be able to steer the conversation and get the right prospects to chase you and WANT to know more details about your business.
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