Prospecting strategies training

By Gediminas Grinevicius

What you are shouts at me so loudly, I can’t hear a word you’re saying ~Emerson

gediminas_grinevicius@yahoo.comwww.theadditionalincome.co.uk

Facebook: Road To Financial Freedom

Decide to be bold – don’t try to creep through life or be casual about it – you will become a casualty.

It is better to be prepared for an opportunity and not have one than to have an opportunity and not be prepared for it

In order to do something you have never done you have got to become somebody you have never been

OK, so you have decided to build your business

Body language•Raised eyebrows•Smile•Pupils dilated•Open palms – facing upwards

Funnel principle•Sorting through people – NOT convincing, changing or converting them.

Moaning but not doing anything•The dog exampleLearning to use the SYSTEM•Golf example-What is impossible

Asking the right questions

Closed-ended questions•You do the talking•Prospect does all the thinking•You cannot think at the same time as you talk

Open-ended questions•Gives you time to think about what you will be saying next

The TruthYour prospect does not believe you because YOU said it

If they say it, it becomes truth

5 – 4 – 3 – 1 Rule

People who are hardest to say YES for a presentation are the best ones to give it to as they always refuse

others, whereas those who say yes straight away do it for everybody and never make a decision.

What to ask?1. What is your number one priority in life?2. Why that one?3. Is that important to you? Why?4. What are the consequences of not having it?5. Does that worry you? Why?

Dominant buying motive:•Extra income•Financial freedom•Have my own business•More time•Personal development•Helping others•Meeting new people•Retirement

That’s Right!•Do not argue – agree with the prospect to assure them•Nodding is important as the person agrees with the message•What I hear you saying to me is ...

(Reflect back the answers to the 5 questions – It shows that you were listening and that you respect

your prospect)Why would you like to join Network Marketing

business?•Do not interrupt!•Let them talk.•Allow small pauses.•For a lot people it will be first time they will verbalize their thoughts about five questions

Attract prospects attention

Separate your people:•Those that want to treat this business like a hobby•Those who want to earn the real money

Salesman Alarm!•I just got involved with...•Would you be interested in...

Well you know how...•People always look for a bargain.•We all like to make more money.•We all like to spend more time with our families.•We all hate to commute.

Attract prospects attentionMost people...•Hate their jobs.•Would like to make money by helping others to make money.•Are looking for more than a simple job.

I’ve got a good story...•Would it be great if you never had to go to work again?•What would it take? – Learning a system•You can learn a system! – Driving, Riding a bike etc.

There’s an old saying...•That working for yourself is much more enjoyable than being slave to your boss.•That two pay checks a month are better than one.

Attract prospects attention10 things you have to use in your commercial

language:1.I have some good news and some bad news...2.There are two types of people in the world...3.I just found out...4.There’s and old saying...5.Well, you know how...6.Most people...7.Everybody knows...8.Everybody says...9.I’m just curious, would you like...10.Would it be ok if...

Local NetworkingJob + Hate their Job + Local + Exclusive•Deli – 1 question cards in a fishbowl•Win a free sandwich•Get info on:•How to quit your job and sack your boss?•How to save taxes with home based business?•How to get access to higher quality products at a wholesale price?

Saturday morning walks•Hey, I just found out how we can get an extra pay check every month so we never have to work weekends, if you ever like to know how – I would be glad to tell you...by the way do you know where is the ....(Give CD, DVD, brochure, booklet, leaflet, meeting details)

Local NetworkingPlacemats•Producing placemats with your message on and offering them to local restaurants, cafés and pubs.

AD’s•People hate buying but love sampling for free.•Would you like to sample 150 fragrances, fantastic makeup product range and extraordinary home product range absolutely free, at a time to suite you and from the comfort of your own home?

Referrals•Do you know anybody who would like to...•Get their luxury perfumes with 70% discount?•Earn additional income at the time to suite them?

Sponsoring Tips

...Right Away...•Speed and value•If you do things quickly your prospect will think you are competent, and the reverse is true if simple things take a long time with you the prospect will think you are lacking competence in your business.

List of ALL POSSIBLE OBJECTIONS•Make a list of all possible objections that your prospect might think of.•Spend time developing an answer to every objection and try to cover them before they even came up.

Sponsoring TipsTelephone invitation•Tell me a little...Give me some information...•I need to show you something and it wouldn’t make sense over the phone . Lets meet.

After the meeting...•Where do YOU think we should go from here?•Lets set up the time for the next appointment.•OBJECTION •Relieve pressure...•That’s not a problem...I wasn’t looking to replace your current... I just wanted to see if you would be open to a different perspective that you may not have known.

Mindset1. Everyone has the DREAM inside them2. Everyone can succeed if they become

competent3. We don’t know if someone will commit when

we prospect or sponsor4. 98% of people have low confidence in success

when they join and need to experience the business

5. 98% of people must be coached to learn enough to build confidence

6. To become successful your prospect needs to master skills beyond basics.

7. You need an activity rate of more than 20% to create sustainable growth

What would you do if you knew you could not fail?

•How many people would you sponsor?•How much product would you sell?•How much time would you invest in this business?

‘’The greatest revolution of my life is the discovery that individuals can change the outer aspects of

their lives by changing the inner attitudes of their minds’’ ~William James

Things to remember:FM Cosmetics UK website - http://www.uk.fmworld.com/Online video training system http://yesiminterested.net/Team training materials http://www.theadditionalincome.co.uk/training-area.phpLeadership Training – 14th January (Ramada Encore Milton Keynes)FM National Training day – 21st January (Crown Plaza London Heathrow)Open Opportunity Meetings

Luton - Light Rain Gallery, The Hat Factory, 65-67 Bute Street, Luton, LU1 2EYMonday 7pmBedford - The Embankment Hotel The Embankment Bedford MK40 3PD Monday 7pmLondon - FM COSMETICS UK, 490-492 Neasden Lane North, London, NW10 0DGHeld Every Monday and Wednesday from 6.30pm

FM Webinar – Every Thursday 8pm