Since my friend, Tom ‘Big Al’ Schreiter did the groundbreaking work on Network Marketing skills, some of what I offer here is not a reinvention of the wheel.
Naturally, I’ve included some of what he has published in the Network Marketing Skills PDF download below. But just including a list of skills will not leave you better off than you were before you got here – as they are just names. But don’t worry!
To get you up to speed, I am making very short audio recording for each skill that you can review online, as part of my podcast.
The download below will be sent to you by email with podcast links (and updates via email of new audios as I release them) but please read this page first so you get the most of of these Network Marketing skills.
I assume you have not been exposed to ‘Big Al ‘ training, which means you are probably unaware of the latest brain science that has proven that how decisions are made is not the way we thought they were.
Without knowing about this discovery you are at a disadvantage, especially if you have learned what to say from other Network Marketing trainers who also dont know about it. So let’s change that, ok?
Now that I am exposing you to this information, you may feel like most of what you were taught is all wrong. That is the bad news, now for the good news.
Though this brain science dramatically changes the way we do Network Marketing, it is now easier to present and get a decision, not harder.
Actually, much easier!
Before this incredible brain science was done, for almost 50 years Network Marketing skills were taught with the wrong focus entirely. Why? Simple.
As trail blazers and trainers, we didn’t know any better. We naturally appealed to the wrong part of our prospect’s brain when we created presentations.
The problem with that is significant, to say the least.
You see, your cognitive brain, the part that you are aware of that also provides our reasoning (logical thinking), doesn’t make most decisions!
How we screwed up a couple of generations of presenters was by creating our presentations logically. No wonder they were not as effective as they could be.
The brain doesn’t use logic to make decisions and that is why our presentations were no where near as effective as they could have been. It is that simple.
This is why the people who copied us heard so many objections and no decisions!
Although the brain science was remarkable enough to receive the honor of a Nobel Prize in 2002, Tom did not discover it and begin to weave this new information into his skills training for the Network Marketing industry until approximately 2006. And, due to this discovery, both Tom and myself (and a lot of leaders) had to redo their “body of work” when it came to training.
As far as I am aware, Tom broke the most ground in regards to this brain science information so I was happy to follow it. However, I do have one or two contributions.
I must say that I relate to a most of what Tom teaches. Having taught traditional sales for decades, and being trained in Need Satisfaction Selling, rather than the pushy, used car type or sales you may have experienced that was all talking (pitches).
While asking people questions to find out what problems they have, then showing them solutions (if you have one), is superior to the old school Network Marketing idea of telling prospects all the details about the business (often referred to as pitching), there is a problem with it, as the latest brain science has shown.
We now know that, in many cases, when we are meeting people in public or working with leads, we cannot ask them questions designed to uncover their problems until AFTER we do a short presentation. Sounds odd, I know, but it is true.
That is what the brain science has taught us.
In fact, even rapport skills can be tough until after the presentation!
That is why Tom teaches a skill he calls; instant rapport.
You can forget about the use of F.O.R.M. initially because someone who doesn’t know you is unlikely to want to share details about the F or family when you just met, right?
With leads and chance encounters in public it is not like we have a captive audience, like we would have if we were eating together (or next to each other). And, though usually an instant rapport skill can be snuck in before we present, the rest of getting to know them actually comes AFTER THE DECISION!
The last fact is why I teach Ice Breakers first, before rapport skills, even though rapport naturally comes first in conversation.
The ice breaker skill is used with people we know and people we just met (not with leads). When we are talking to someone in public, with the ice breaker we introduce the fact that we have a solution for them for a problem we assume they have, just so they have it as an option.
That solution could be a product or service (hereinafter referred to as; product) or the opportunity to make an extra paycheck every month (hereinafter referred to as; opportunity).
As long as our intent is right, when we use an ice breaker we are far more apt to get a good reaction from our prospects.
This will be covered in the audio recordings that go with the PDF download.
I trust you now realize how important it is that you understand the brain science and know how that changes when we do in Network Marketing. Begin this journey of learning about how to get decisions far more simply by downloading the PDF.
Keep in mind that when you fill out the form below, you are going to receive emails as we update these skills with short audio recordings.