Great closing skills – but no business???
I was talking to a networker in Sweden last month. He asked me: “Can you help me with my closing? I just can’t get my business started.”
My reply? I said, “Sure. Let me show you how to close prospects. By the way, how many presentations do you do every week?”
The distributor answered, “None.”
I’m thinking closing prospects isn’t his problem. So I asked, “Well, how many appointments do you get for presentations every week?”
The distributor answered, “None.”
I’m thinking giving presentations isn’t his problem. So I asked, “Well, how many prospects do you talk to every week so that you can at least ask them for an appointment?”
The distributor answered, “None.”
Now I knew his problem.
The distributor had great restaurant management skills, but those skills don’t work when you choose a different profession. And since this distributor had chosen network marketing for his new profession, he needed to learn a new set of skills.
Of the 25 basic skills we should master, this distributor did not know the “Ice Breaker” skill. This skill teaches us to use just a few words, and we compel the prospect to beg us for a presentation.
So what had this new distributor done?
Well, he chose random, untrained words to approach a prospect. The prospect reacted with rejection.
After a few rejections, the distributor stopped. Too much pain. No results.
Think about it.
Every new distributor is motivated, excited and wants to work. But the new distributor does not know exactly, word-for-word, what to say and do to get good results.
We can’t expect our new distributors to know these word sequences to get prospects to beg for presentations just because they signed a distributor application. It is our job to teach them the “Ice Breaker” skill.
Many of the subscribers to this newsletter have been to a “live” workshop where I teach the first four or five types of “Ice Breakers” – but of course, many networkers haven’t had a chance to attend.
So our next class at FortuneNow.com will be several weeks on the beginning “Ice Breakers” skill. If new distributors learn how to get lots of prospects begging for presentations, they will be excited and productive in their business.
I hope to see many of you on the online class, but if you can’t participate, that’s okay. At least take the time to teach your downline the basics of constructing “Ice Breakers” and the basic formula. Everyone’s downline deserves a head-start on their business.
From Tom Big Al’s newsletter, a great post on breaking the ice and getting to know someone.
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