MLM Training: Are You Saying Too Much? Be Aware Of This Fatal Prospecting Mistake
Tim Sales
January 03, 2009
How many times have you come across someone that has so much to say, that you completely lose interest in what they are saying? When it comes to your MLM success, it's imperative that you don't say too much too soon and scare your prospect away, or even worse, lose their interest entirely. Read on to learn a successful strategy to avoid saying too much too soon.
The MLM training tip covered in this article is quite simply:
THE MORE YOU SAY, THE MORE YOU'RE REQUIRED TO SAY.
I see many people fall into the trap of saying too much; especially with product sales. This can become a predicament; the more you are chattering away about you, your company or your product. What you're really doing is moving away from what you should be talking about, which is what the prospect wants to achieve. The moment you stray from talking with a prospect about what he wants, then you get yourself into trouble.
Let's say you're talking to a prospect about business, and the person says something like, "Tell me about it." You should use that question as your entrance into saying, "I'm going to send you some additional information." Think of it as an advance toward meeting with them, inviting them on a conference call or having them watch a video.
A lot of people try to present their MLM business over the phone, and personally I feel that's difficult because of one main reason: their credibility level is unknown to the prospect; a person that's prospecting on the phone doesn't have much credibility. So instead, use a video or a book with high credibility; this will give you extra credibility; otherwise you have negative credibility.
You will always say the right amount if you're interested and if you've really listened to your prospect. The huge trap for someone who is doing it wrong is to be constantly talking. Whereas, a very effective person will listen and listen and listen until they fully understand what would perfectly solve their prospect's problem, and then only communicate about that. A trustworthy indication that you're either talking too much or not saying enough, is if your prospect doesn't have any interest.
If you feel like you're falling into the above trap, ask the questions and then get back to being interested. Basically, you want to say very little. Start by using the Inviting Formula (see First Class MLM Tools website) exactly. Afterwards, listen to the live calls on Professional Inviter so you can hear what effective phone calls sound like.
If you get that rare person on the phone that is very knowledgeable, then ask questions like, "What have you tried that worked?" or "What have you tried that didn't work?" That way you're not doing the talking, so much as asking questions.
Remember, sometimes less is more, particularly when it comes to tipping your hand about your MLM business too early on in the process. Keep it focused, stay interested in your prospect, and you are on your way to MLM success.
All the best,
Tim Sales
For more in-depth information on this topic, study the Professional Inviter lecture series by Tim Sales.
Tim Sales helps network marketers gain the confidence and skills to be an MLM success. Learn how to become a true network marketing professional and sign up for his free MLM training newsletter and listen to free training at Tim Sales' First Class MLM Tools.
The MLM training tip covered in this article is quite simply:
THE MORE YOU SAY, THE MORE YOU'RE REQUIRED TO SAY.
I see many people fall into the trap of saying too much; especially with product sales. This can become a predicament; the more you are chattering away about you, your company or your product. What you're really doing is moving away from what you should be talking about, which is what the prospect wants to achieve. The moment you stray from talking with a prospect about what he wants, then you get yourself into trouble.
Let's say you're talking to a prospect about business, and the person says something like, "Tell me about it." You should use that question as your entrance into saying, "I'm going to send you some additional information." Think of it as an advance toward meeting with them, inviting them on a conference call or having them watch a video.
A lot of people try to present their MLM business over the phone, and personally I feel that's difficult because of one main reason: their credibility level is unknown to the prospect; a person that's prospecting on the phone doesn't have much credibility. So instead, use a video or a book with high credibility; this will give you extra credibility; otherwise you have negative credibility.
You will always say the right amount if you're interested and if you've really listened to your prospect. The huge trap for someone who is doing it wrong is to be constantly talking. Whereas, a very effective person will listen and listen and listen until they fully understand what would perfectly solve their prospect's problem, and then only communicate about that. A trustworthy indication that you're either talking too much or not saying enough, is if your prospect doesn't have any interest.
If you feel like you're falling into the above trap, ask the questions and then get back to being interested. Basically, you want to say very little. Start by using the Inviting Formula (see First Class MLM Tools website) exactly. Afterwards, listen to the live calls on Professional Inviter so you can hear what effective phone calls sound like.
If you get that rare person on the phone that is very knowledgeable, then ask questions like, "What have you tried that worked?" or "What have you tried that didn't work?" That way you're not doing the talking, so much as asking questions.
Remember, sometimes less is more, particularly when it comes to tipping your hand about your MLM business too early on in the process. Keep it focused, stay interested in your prospect, and you are on your way to MLM success.
All the best,
Tim Sales
For more in-depth information on this topic, study the Professional Inviter lecture series by Tim Sales.
Tim Sales helps network marketers gain the confidence and skills to be an MLM success. Learn how to become a true network marketing professional and sign up for his free MLM training newsletter and listen to free training at Tim Sales' First Class MLM Tools.