How networkers scare their prospects.
I had dinner a few years ago with Dale Stefancic. He lives in Mentor, Ohio. Hmmmm, coming from a city named “Mentor” – what a great city to be from if you are in network marketing.
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.
From Tom Big Al, a great training on how to talk to prospects.
Learn how to be successful
http://bdrake.successin10steps.com/?mad=52669
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