What your prospect is thinking

Would you like to have the effective selling skills and recruitment skills of knowing what your prospect is thinking when they first meet you? And how you can use that to your advantage of getting the prospect to buy your products and join your business?

Let’s look into the brain of what your prospect is thinking and see what is happening when they meet us.

• Step #1: “Who are you?”
• Step #2: “Can I trust you?”
• Step #3: “Am I interested in what you say?”
• Step #4: “Do I want it or not?”
• Step #5: “If I want it, okay, give me the details.”

These are the five steps of what your prospect is thinking when making decisions to do business with us. These steps are so automatic that they don’t even think about them.

So, we come along with our pitch about Network Marketing. Their mind kicks in and builds up resistance to us UNLESS we can meet all five steps.

Meet all five steps and the barriers are removed and we can sign them up and sell them our stuff.

And let’s add the other ingredient to the mix…

We must meet all five steps in 30-SECONDS or less, or else we will lose them for good.

It is a proven fact that we only have the first 30-seconds to impress a prospect before they quit trusting us in who we are and what we have to say.

Simple enough so far? Good…glad you got it because the fun is about to begin.

The Answer—

We really don’t have to meet all five steps.

We only must answer three questions which cover all five steps. And we can answer them in 60-seconds with the first 30-seconds impressing the prospect with our skills.

What are the three basic questions answering what your prospect is thinking?

1. “What kind of business are you in?”
2. “How much money can I make?”
3. “Exactly what do I have to do to earn this money?”

Business sales, sales calls, professional selling skills all know this. Answer these three basic questions in 60-seconds with the first 30-seconds impressing the prospect and you will get more sales, sign up more reps, and be the top earner in your company.

Exciting, isn’t it? I know I was when I first learned this lesson.

Don’t believe me?

Let me give you an example of answering all three basic questions in 10-seconds with me signing up more reps and making more sales. If I can show you how 10-seocnds can make a difference for you, maybe a 60-second presentation will be more convincing.

Here is my example of someone like me who is interested in what I do…

“I am in the painting restoration business. You can earn $200,000 a year and all you must do is to steal paintings from museums. Well what do you think?”

So, have I answered all three basic questions?

Our prospect received the answers to their three basic questions.

1. “What kind of business are you in?” (We are in the painting restoration business).
2. “How much money can I make?” (You earn $200,000 a year).
3. “Exactly what do I have to do to earn this money?” (All you have to do is steal paintings from museums).

So, how do we meet all five steps of what your prospect is thinking?

• Step #1: “Who are you?”
• Step #2: “Can I trust you?”
• Step #3: “Am I interested in what you say?”
• Step #4: “Do I want it or not?”
• Step #5: “If I want it, okay, give me the details.”

That is where the 60-second presentation comes to the rescue. We need to add some extra steps.

The Practical Applications—

Now that we have learned what your prospect is thinking we can move on to the practical applications of it with our extra steps. With the extra steps, we can then meet the five steps of what your prospect is thinking.

Let’s put together some 60-second presentations with the basic sales skills and presentation skills to sale more products and get more reps into our business.

Here is one for those who are in MLSP…

“If you want to earn $100,000 over the next 12 months, do these four things…”

“Number one: “Don’t change. Be yourself. Continue to recommend and promote the things you like about network marketing with your team and other fellow MLMers.

“Number two: You know how everyone is spamming their products on social media, saying the wrong things, and doing the wrong actions that turn most people off? We are in the business of attraction marketing, WHICH MEANS we train fellow network marketers and owners of home-based and brick-and-mortar businesses with the skills for speaking with the right words and doing trained activities to get 20-30 leads a day and 3-5 new reps a week on social media where spammers cannot.”

“Number three: All you have to do is this: Talk to five network marketers, home-based and local businesses a day for the next 12 months on social media about how they can generate their own leads and earn money for their primary business without interfering with what they are currently doing. And then at the end of 12-months, you will start earning $100,000 a year.”

“Number four: Then you can decide to quit your job or continue to recommend and promote attraction marketing.

“And that is it.”

It is important to add the phrase “WHICH MEANS” to clarify the vagueness of the statement “ATTRACTION MARKETING.” That is too general of a statement. We need to clean it up with specifics. “Which Means” adds the specifics.

How about one for those of you who sell utilities?

“If you want to earn an extra $200 a month, you need to do these three things.”

“Number one: “Don’t change. Continue to recommend the things that you like, such as your favorite restaurant or your favorite weekend hobby.”

“Number two: “Well, you know how everyone gets an electricity bill, a gas bill, a telephone bill, a cellphone bill, and even an internet bill? We show them how to get an instant discount on these bills by filling out a little online form that takes a few minutes.”

“Number three: “All you have to do is help one person a week get their discount by showing them how to fill out their online form. And then you will earn an extra $200 a month.”

“So, would it be okay if you helped a few of your friends save money and actually got paid for it too?”

For Network Marketing in the health and wellness industry…

“If you want to earn $100,000 over the next 12 months do these four things:”

“Number one: “Don’t change. Be yourself. Continue to recommend and promote the things you like, such as your favorite movies and music. Things which are you are passionate about”

“Number two: We are in the health business, WHICH MEANS we help to make sure that people can live longer. We all want to see our great-grandchildren get married. How do we do that? by taking our healthy teas, coffees, sodas, and energy drinks – drinks that are taken every day by most people all around the world – to help them to lose weight without exercise or going to the gym, gain mental clarity by refreshing our memory, rejuvenate their skin into looking 20 years younger, and boost their metabolism during and after sports and other physical activities. People our age love our products because they ensure they can live longer.”

“Number three: All you have to do is let people our age know that they can either give up and feel old, or they can drink our products each day and feel awesome again. Over the next year, you will accumulate enough people who will be drinking our products every day and joining your business that will earn you that $100,000 to pay for your daughter’s wedding and put some extra money in your pocket.”

Number four: Then you will have to decide if you want to keep your job, or share our teas, coffees, sodas, and energy drinks with people instead.

“Well, what do you think?”

Cleansing diet…

“If you want to earn $5000 a month, you need to do these four things.”

“Number one: Don’t change. Continue to recommend and promote the things you like, such as your favorite donut shop or all you can eat pizza.”

“Number two: Well, you know how hard it is to lose weight? We help overweight people manage their weight with a simple one-week cleanse that makes their body work more efficiently.”

“Number three: Sometime in your lifetime, you have to find four people who feel the same way about this business as you do. They want to earn a full-time income or a good part-time income helping others manage their weight. Now you don’t have to find all four people right away. Pace yourself. One a month , one a decade, but sometime in your lifetime, find four people who feel the same way you do.”

“Number four: Between you and everybody that you talk to, and everybody they talk to, and everybody they talk to, for on-and-on forever, you eventually accumulate about 300 people that use the cleansing diet regularly. And then you will earn an extra $5000 a month.”

“And…that is it?”

Notice how we finish up with the answering the questions of what your prospect is thinking….”And then you would earn an extra ____________ a month.”

That is a great way to signal to our prospect that we are finishing our presentation, and we impressed them and did the presentation in 60-seconds.