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Why Your Prospects Aren't Joining Your Opportunity
O.K. so you have a prospect that has seen your business opportunity and signed up to receive more information. They have listened to a couple of conference calls and are genuinely interested in joining your team. You are so excited you can barely stand it. One problemThe prospect wants to talk to you one on one to talk about the opportunity.
O.K. so you have a prospect that has seen your business opportunity and signed up to receive more information. They have listened to a couple of conference calls and are genuinely interested in joining your team. You are so excited you can barely stand it. One problemThe prospect wants to talk to you one on one to talk about the opportunity.
You know from the time your prospect says hello he’s evaluating you. Are you someone that can effectively help him accomplish his goals? Or are you an unprofessional amateur set to fail again? This is why you feel so much pressure.
Remember when you were young and your mom told you not to touch the stove? The same concept applies here. Here are a couple of things you absolutely can not do if you want to have a successful presentation with your prospect.
* Talking way to much: This is a big no-no. If you hear yourself talking during most of the conversation chances are you aren’t addressing the true needs of your prospect. The prospect will tell you what you want to hear and get off the phone with you. That’s the last time you’ll hear from them.
* Not Planning for Success: You have to plan for success. Success happens on purpose. Take some time before your call and think about what you want to say. Write down 5 questions or barriers your prospect may have and practice addressing those concerns. This will greatly help your presentation and set you up for success.
* Lack of Open Ended Questions: These type of questions make it very difficult for the prospect to be disengaged. They force them to be apart of the conversation. An example of an open ended question may beIf money were a non issue what would you spend your time doing?
* Providing the Solution before Addressing the Pain. Buying is an emotional decision. People purchase solutions to problems. If you rush right in and talk about all the benefits of your product or service you are making a big mistake. Allow your prospect time to talk about the frustrations they are having then present your offer as a solution.
* Poor Listening Skills: Even if you ask good questions you can sabotage your presentations by not listening fully to your prospect. If it helps you can take notes. This will help you bring up key statements they were made early in the conversation.