From Tom Big Al’s weekly newsletter. Wow a great training.
Why distributors shouldn’t talk to cold prospects.
Mike Miller and I had dinner this week, and our conversation turned to leads. Now, Mike uses lead generation effectively because when he gets a lead, he knows exactly what to say.
He asked me my thoughts on distributors and leads. My answer?
I tell distributors to never buy leads until they can answer my questions. What questions?
Well, these are questions I use to check if they are ready to talk to cold prospects. If they don’t know the answers, they just aren’t ready. They will only ruin the leads. I ask:
* “What are your word-for-word first three sentences?”
* “If your prospect is skeptical, do you have at least five micro-phrases you will use to build instant rapport?”
* “If your prospect doesn’t believe you, what phrase will you use next?”
* “Which phrases will you use to command your prospects’ brains to listen to you?”
* “What is your word-for-word close?”
* “What is your best one-sentence close?”
* “If your prospect wants to think it over, what is your next sentence?”
* “If your prospect asks for more information, what are your next two sentences?”
* “If your prospect asks to go to a website, what exactly will you say next?”
* “When your prospect wants to talk about his personal drama, what sentence will you say next?”
Now, if the new distributor can’t even answer these basic questions, why would this new distributor even want to be talking to cold prospects or leads?
The new distributor shouldn’t be looking for new prospects to ruin. The new distributor should be learning what to say first.
