Get YES Decisions from Prospects with Brain Science
Get YES Decisions
Get YES decisions from prospects. That is our job. Getting YES decisions from prospects to buy our products or join our business is for many new reps like chewing on nails. Very few new reps want to do it.
When we started Network Marketing, we entered the decision-making business. We made the decision to say YES.
Our company takes care of all the back-end details for us. They build the manufacturing plants, create websites, print brochures, do the research, produce products, hire lawyers and customer service reps and handle all the shipping. Our company has set up everything we need.
What is left? Us.
What do we do? Get YES commitments.
Our job is get people to say YES to be team members or customers.
How? The decision-making process. Get YES decisions is a process.
We never learned in school why people make final decisions. Our idea of why people made decisions was half-baked. We thought people on the spur of the moment made decisions instantly. Decisions came lightly with a roll of the dice or voices in people’s heads whispering in their ears to say “yes” this is good and “no” this is not good.
We basically did not know. We made up theories of why people made final decisions, and we pretty much guessed it… until 2001.
In 2001, we learned how to get YES decisions from prospects.
Brain Science to the Rescue
Brain science in 2001 discovered why people make YES commitments. They proved all our theories wrong. Get YES decisions down to a science was a breakthrough.
Brain science showed people make final decisions on five trigger questions that happen in sequence.
If we can follow the exact sequence, magic will happen with our prospects. We can get YES decisions.
If we do not follow the exact sequence, it is pretty much over with and our message with prospects will fall by the wayside. We won’t get YES decisions.
Learn these five trigger questions in the exact sequence and Network Marketing becomes a pleasurable experience.
The Five Trigger Questions
We are in the decision-making business. That is our job. We must get YES decisions from prospects to buy our products or join our business.
What happens when we know the decision-making process of every prospect and they don’t? It helps us achieve our goal of getting YES commitments faster.
The exact sequence for prospects to make decisions?
--- #1. “Who are you?”
--- #2. “Can I trust you and believe you?”
--- #3. “Are you interesting?”
--- #4. “Do I want to, or not?”
--- #5. “Can you give me the details?”
#1. Who are you?
Our survival skills require that we know who other people are. We want to make sure we are with good company. Very few of us want to be in bad company. Most of us want to be with people whom we can feel safe.
Respect makes it easy. If people respect us, they will want to be around us.
Getting respect takes time. Personal development helps. As we accumulate better programs and attitudes, we gain respect in the eyes of our prospects.
Who we are is by what we do. We are a collection of our habits, and good habits are what turn prospects into our friends.
How can we develop better habits? Experience new possibilities. Get YES decisions from better habits.
We develop better habits by doing better things.
--- Listen to motivational audios in your car.
--- Read biographies of successful people.
--- Attend workshops, seminars and webinars.
--- Associate with more positive people when possible.
--- Read blogs and books that help develop better skills.
We become what we associate with. Do one of these habits at least 15-minutes a day, and we will create the attitude that demands respect from prospects.
Add one new habit to our daily routine of other habits, and over time we will become what we do. Then prospects will respect us and flock to us, because our attitudes from learning better habits change from blasé to positive. Positive people are what prospects respect.
#2. Can I trust you and believe you?
In our prospects’ minds, this is the biggest question. Get YES decisions easier by getting prospects to trust us and believe us.
We have less than seven seconds to get prospects to trust us and believe us. Amateurs waste these seven-seconds. Professionals know exactly what to say to get instant trust and rapport.
Get this second sequence right, and the rest of the sequence steps are easy.
We are attracted to people who think like us and see the world through the same rose-colored glasses like us. Get YES decisions by getting prospects on our side with at least one fact we both can agree upon. Then we will establish instant trust and instant belief.
--- We all can agree that two paychecks are better than one.
---We all can agree that owning our business makes more money than working for someone else.
--- We all can agree that being out of debt is better than being in debt.
--- We all can agree that jobs rob us of time away from the things we want to do.
--- We all can agree every mom wants to be home with their babies.
Who can dispute these facts? No one.
If we can agree with prospects on one fact, prospects will say, “Hey, this person sees the world in the same way that I do. We think alike. I can trust him and now I can believe him.”
If one fact can get YES decisions from prospects with ease, what will two facts do? Put trust and belief on steroids.
--- Dieting is difficult and we just don’t have time to exercise.
--- Travel is expensive. But traveling wholesale makes it a lot easier.
--- We all want to live longer and dying quickly is inconvenient.
--- You can’t get rich working a job. We have to have our own business.
--- Your face is your first impression. You want to “wow” people with your look.
Simply choose two facts that you and your prospect can jointly believe, and everything changes. Instant trust is built. Instant rapport is created. You now have a communication pathway to deliver your good ideas and information.
#3. Are you interesting?
We are in the game of competition. Our information is competing with information of other people.
Look at Facebook. Facebook groups are filled with people trying to get their information in the heads of the people who read them. With hundreds of other posts in Facebook groups, the competition can get tough.
We have five seconds to get our information in our prospects’ minds or else they drift away, and we will lose them.
Here is the good news. Most prospects are presold. Everybody loves to buy. Very few people want to be sold.
Some people make up their mind instantly to buy or join. Other people take their time. There are curiosity seekers and people who are serious.
We only want to concentrate on people who are serious.
How? Make our first sentences with prospects interesting.
What happens when we stand out in a crowd by the right actions we take or the right words we say? People pay attention.
We want to make our first sentences to be more interesting to prospects than our competition.
--- Are you married to your job or are you open minded?
--- Are you looking to do something different, or are you okay staying where you are?
--- Would it be okay if you fired your boss?
--- Would you like to get an extra paycheck?
--- Are you committed enough to invest $1500 a month for the next six months to start and establish your own business?
--- What would happen if you didn’t have to wake up every morning to go to work?
--- What would happen if you did not have to spend hours commuting to work?
--- What would happen if you had a bigger paycheck for your family?
--- Are you okay with 40 years of hard labor to help your boss get rich?
--- Are you okay with taking orders with someone else for 40 years?
--- Are you okay with getting 1/3 of your salary at retirement?
--- Would you tell me how to become successful in my new business?
Statements like these that open with prospects stand out and make prospects pay attention. They are different from the competition and put the competition to shame.
Get YES decisions with opening first sentences, and sequence steps #4 and #5 become easy.
#4. Do I want to, or not?
Brain science shows prospects’ final decisions happen in the first few seconds of meeting us.
The good news? Get YES decisions in the first 10 to 15 seconds, then our prospects will be on our side.
This is called closing. Closing does not happen at the end of a message. Closing happens BEFORE the message.
--- Would it be okay if I share a little more about our business, while giving you a few ideas of where you can spend the extra money?
--- Would you like to know how I put away a bundle of money while working full time?
--- Staying here at this job for the next 40 years is a plan. I don’t think it is a plan for me. What about you?
--- You can make a decision to start today, or you can make the decision to not start today and keep your life exactly like it is right now.
--- Suffering day after day at a job we hate is bad, especially if we make a decision to continue doing this for months or years before we do anything about it.
--- I help families get out of debt in 6 months. Would you like to know more?
--- I help nurses start a new career so they never have to work weekends again. Is this something that you would like to talk about?
--- How many pounds overweight should you be at age 50?
--- How many weeks of vacation do you need each year?
--- What do you like most about your job? What do you like least about your job?
Closing is natural if you know what to say. So instead of selling to prospects with facts and features, let’s talk to prospects in a way they like.
We can get YES decisions first so that our presentations will be easy.
#5 Can you give me the details?
Get YES decisions. That is our job.
We should get YES decisions first before we give a presentation.
How? Give information that prospects want.
Amateurs believe prospects make final decisions after the presentation. Professionals know prospects make final decisions before the presentation.
Professionals know prospects want three questions answered. Answer these three questions for prospects and you will give them enough details to get YES decisions.
The good news is we can do this in less than 30-seconds.
--- What kind of business are you in?
--- How much money can I make?
--- What do I have to do to earn the money?
Prospects make up their minds when we answer these three questions.
--- We are in the health and wellness business, which means people drink our healthy teas, coffees, energy drinks and smoothies every day. It helps them get stronger, live longer and lose weight without going to the gym or eating funny foods. At the end of one year, you could earn an extra $10,000 a month by talking on social media to 10 new people a day about our business and great tasting products. After a few days, weeks, and 12 months from now, you will have enough people on social media following us in the business and drinking our products every day that you could quit your job. What do you think?
Have we answered the three basic questions? Yes.
--- What kind of business are you in? “We are in the health and wellness business, which means people drink our healthy teas, coffees, energy drinks and smoothies every day. It helps them get stronger, live longer and lose weight without going to the gym or eating funny foods.”
--- How much money can I make? “At the end of one year, you could earn an extra $10,000 a month.”
--- What do I have to do to earn the money? “Talk on social media to 10 new people a day about our business and great tasting products. After a few days, weeks, and 12 months from now, you will have enough people on social media following us in the business and drinking our products every day that you could quit your job. What do you think?”
And the best part is we gave all the details in 30 seconds.
How long does it take to cover the first four trigger questions? 15 minutes for “who you are” and less than 27 seconds for sequence questions #2 to #4.
How long does it take to cover the presentation? 30 seconds.
So, let’s look at what we have covered.
--- 15 minutes a day to learn a new skill.
--- 7 seconds to give two facts that you and the prospect can jointly agree upon.
--- 5 seconds to state an opening first sentence that stands out and is interesting.
--- 10 to 15 seconds to find if prospects want what we offer, or not.
--- 30 seconds to give the information prospects want in a presentation.
15 minutes to get a great attitude and less than 60 seconds to get final YES decisions from prospects.
Get YES decisions is easy when you know more about why prospects make final decisions.
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