| Yes, I realize this flies in the face of what | | | | |
| your upline has been drilling into your head | | | | (by omission, but they will view it as a lie |
| for weeks (months/years), but it's true. It | | | | just the same). |
| also has the additional benefit of increasing | | | | |
| trust with your potential customers, reducing | | | | If you had been a little more transparent |
| stress, and making direct sales more fun. Oh, | | | | with them, told them up front, they still |
| and you get to keep your friends. Sweet! | | | | might not buy, but at least they won't avoid |
| | | | you. Let me give you a better idea. |
| Let me explain. | | | | |
| | | | Don't ask for the sale, ask for a referral. |
| When you started in network marketing, you | | | | |
| were probably told something along these | | | | You could try something like ... "I am now |
| lines... "It's not sales, you're just sharing | | | | promoting XYZ Diet Pills, because I finally |
| the products" (Yeah, right). Or perhaps you | | | | found something that works for me"... pause, |
| were told... "It's like recommending a movie | | | | give them a minute to absorb that. They might |
| or restaurant" (Does the movie industry pay | | | | be secretly trying to think of a way to bail |
| you to recommend their products? How about | | | | on you before lunch is served. Then hit them |
| the local restaurant?) Or my personal | | | | with your best shot... "Do you know anyone |
| favorite..."Everyone wants these products, | | | | who might be interested in losing weight?" |
| they just don't know it yet!" (Again, | | | | Pause again. Give their brains a chance to |
| yeah...right). | | | | catch up. You didn't just ask them to buy |
| | | | something. They won't have to turn you down. |
| So, you are all fired up about your new home | | | | They can exhale. And when they resume chewing |
| based business... you bought business cards | | | | the bread stick, they might actually try to |
| and read all the product literature. You | | | | think of someone who would be interested. And |
| spent the extra money because your upline | | | | if they are, they will tell you so. No |
| told you it was a good idea, and you bought | | | | pressure. |
| motivational tapes/CDs/DVDs. You are fired up | | | | |
| and READY! You made your list, just like your | | | | Best part? (Aside from the referral) You |
| upline said, and you have checked phone | | | | still have a friend. You didn't lie to them, |
| numbers for your 3rd grade teacher, the | | | | you didn't pressure them and you gave them a |
| lawn-guy who did your yard 3 years ago and | | | | way to help you (they are your friend after |
| the mailman. You pick up the phone and make | | | | all) without committing to anything more |
| the first call. You decided to start easy so | | | | strenuous than the name of someone they know |
| you called your best friend, invite them to | | | | who was venting to them just last week about |
| lunch. Just after the drinks were served, you | | | | how hard it is to lose weight. |
| start in on this really great product. They | | | | |
| listen with rapt attention. You are, after | | | | So, if you want more sales, stop asking for |
| all, someone they trust. All throughout | | | | them. Ask for referrals instead. A referral |
| lunch, you extol the virtues of this amazing | | | | also gives you more leverage when you are |
| (fill in the blank) product. Then comes the | | | | speaking with that prospect on the phone. |
| time to close them. You say "Oh, I love these | | | | "Hey Jill, Jane here... I was talking to Deb |
| products so much, I decided to sell them". | | | | yesterday, and she mentioned you wanted to |
| You just started down the path of the NFL | | | | lose some weight and recommended I call you. |
| club (No Friends Left). You blew it, because | | | | Have you lost the weight you wanted to, or |
| you let them believe you were recommending a | | | | are you still looking for a solution?" |
| product just because you liked it. Now, | | | | |
| everything you said is suspect. You lied to | | | | It's a powerful concept. Give it try. |
| them | | | | |