Prospecting Notes

Whether you’re working with your warm market, someone you just met or a purchased lead, ask yourself this question:

“Why would this person make a good prospect for me?”

Look for successful people. We have a tendency to look for our broke friends.

This is your million dollar business.

You’re looking/sorting for Business Prospects

You’re interviewing them. If you have the correct mind-set, they need you more than you need them.

Posture!
Sponsoring the wrong person may feel good initially, but they may not be good for you and your business.

Time is priceless. You can’t afford to lose your precious time, by sponsoring the wrong person.

Do they have a sincere desire to build a business from home? You can’t give or convince them of that desire.

Avoid the rescuing mentality!

Fear holds a lot of people. Fear of Failure. If you don’t start, you will fail.

Fear of Success holds some people back because with Success, comes ‘Change’. Many don’t like change.

Fear may not show up until after they get signed up. We can help them get through it.

Prospecting is about learning techniques and applying them. It’s about mindset and application.

Do not ask your prospects to do you a favor! Remember, you’re doing them a favor!

To be continued!

Objection Handling Techniques

Objection Handling

How to Handle Any Objection with Confidence and Ease

Selling is a thinking man’s game.

Selling is a thinking woman’s game.

There are only typically 7-12 common objections that we might get. That is great news. You can choose to improve your objection handling techniques and responses.

The first step is to identify the common objections.

“I need to think about it.”

“I don’t have any money.”

“I need to talk it over with someone.”

“Can you fax or send me some information.”

“I don’t have the time.”

“Your price is too high or I don’t have the money.”

“We already tried it and it didn’t work.”

“I am not interested.”

Hot potato metaphor (Elegantly dance with the prospect, do not argue)

Objection handling is a form of negotiation.

When you don’t respond to objections it communicates a message to your prospect.

We are always communicating.

What you say.

What you don’t say.

What you do.

What you don’t do.

There are many ways to address these objections. Here are several different techniques.

1. Stories

2. Questions

3. Solve the problem

4. Isolate

5. Bring out the objection

6. Script

7. Before it comes up (my favorite)

8. Investigative selling

Stories (“The best story teller wins”)

One of the most powerful was to handle an objection is with a story. The reason why stories are so persuasive is they act as invisible selling.

Stories also suspend time. Identify true stories that address the objection. One way to start off the story is by saying, Mary, …”That reminds me of a story of a client who was in a similar situation. Let me share with you what they did.’

Questions

You can answer an objection with a question. For example:

Objection: The price is too high.

Response: By too high what exactly do you mean?

Response: How much too much is it?

Response: Compared to what?

Objection: I don’t have the time.

Response: When will you have the time?

Response: On a scale of 1-10 how motivated are you to move forward?

Response: What do you mean by that?

Solve the Problem

One way to handle an objection is to solve the problem.

Isolate

Isolating the objection is one of my favorite techniques. I like it because it is very effective and easy to learn. Here is an example:

Objection: I don’t have the money.

Response: I can appreciate that. Other than the money is there anything else that is preventing you from taking action today? (ask a closing question and be silent)

Objection: I don’t have the time.Response: Other than the time is there anything else preventing you from moving forward today?

Bring Out the Objection

This is another very simple, yet very powerful technique. Bring out the objection is the opposite of isolate. Often times the true objection is a ‘non-stated’ objection. Many times the prospect will not reveal the true objection. Each objection that they give you is a stall not an objection. When you use this technique it encourages the prospect to be honest with you. Here is an example:

Objection: I don’t have the money.

Response: I understand. So what you are saying is that you don’t have the money. Is that correct (repeated yes technique, ask a question and be silent)? Let them respond. I am sure that you have some other concerns before moving forward. Do you mind sharing those other concerns with me? Let them respond.

Objection: I need to think about it.

Response: I understand. Other than thinking about it I am sure that you have some other concerns. Do you mind sharing those other concerns with me?

Scripts

You can develop scripted responses to each objection.

*** Before it Comes up

This is one of the most powerful objection handling techniques. You can reverse engineer your sales presentation to anticipate the objections that the prospect might bring up. You then can address the objections in the body of the sales presentation.

It’s easier to cover the main objections during your presentation rather than having to overcome them later!

Invisible Objection

Exercise:

Identify your most challenging objection.

Write down 3 responses to that objection.

Most Challenging Objection: ____________________________________________

Response 1:

Response 2:

Response 3:

Homework: Build a script book with multiple responses to each of the common objections that come up.

More to follow!

Mike

How to Close

How to Close

Quality At Bats – The Barry Bonds Story (not every at bat was a home run)

What is the close?

It is the section of the sales presentation where you ‘ask for commitment’

The close is the natural conclusion to a well delivered presentation

The way you close is to decide ‘before’ the presentation starts how you are going to close.

Think of the presentation from the end to the beginning. (Not the beginning to end)

Imagine how the close is going to go.

Think about how you are going to explain the next steps.

Decide in advance what you are going to say in the close.

Practice, practice, practice

The most successful people I have ever met in closing did the same thing over and over again.

I watched one of my mentors close about 50 times. Each close was exactly the same!

Human beings respond in patterns. When you find a pattern that moves people to action you can repeat the steps over and over and over and move many people to action.

There are 3 ways to improve your closing

The Inner Game of Closing
The Outer Game of Closing
Action

Embrace the idea that:

- Selling equals Service
- Sell from honesty, integrity, and compassion
- Selling is about leading
- Selling is about moving people to action

Embrace scripting

The definition of a script is “words in sequence that have meaning”

Reasons why salespeople don’t used scripts.

Don’t want to sound canned or rehearsed (a good script won’t)

I use scripts because they work. They are good for me and good for the customer or client. Scripts are the easiest, most effective way to ‘move someone to action’.

Scripts have two components:

Language
Structure

The language includes the words, the tonality, the speech rate, body language, and pausing

Selling is a thinking man’s game. Selling is a thinking woman’s game. When you sell look for angles.

Closing Techniques (more later)

Contrast – Think about how you can use contrast in your selling

Preframe – Let someone know in advance what is going to happen.

In order for me to meet with you I need you and your spouse at the appointment. Will that work for you?

Silence …
Ask a question for commitment and be silent. When I close one on one I always use this technique.

Alternate of choice close:

We accept Visa, American Express, Discover, or MasterCard. Which card would you like to use.

Ask
Would you like to go to lunch?

Sympathy close
It would really help me out if you could buy some cookies from my daughter for the girl scouts. Most people are buying 5 boxes could you buy at least 2?

Scarcity
I only work with a few key people directly …

The big idea of today is to prepare in advance how you are going to close and then go and implement.

Tax Day Could Be an Opportunity

Hello!

For those of you In Reno/Sparks, I am doing a Business Overview tonight at 7PM.

This is a perfect day to bring your prospects. They are ‘all’ thinking about how to lower their tax liability.

A Home Based Business could just be the cure!

50 Freeport Suite 23

——-

It’s not too late to decide to attend the Las Vegas Regional next week.

Mike

Time Management Ideas

Common ideas consistently implemented will help you create the life of your dreams.

Time management truths

We all have the same amount of time.
Time management is a learned skill.
Some activities produce better results than others.
Time can have a future value.

The numbers:
2000 working hours per year
168 working house per month
1440 minutes in each day
86640 seconds per day
1 hour improvement per day = 250 per year = 2500 over 10 years

Time Tactics

Plan your day on paper before the day starts.
What doesn’t get scheduled doesn’t get done.
When you plan pat yourself on the back. When you don’t it is neutral.
Make a commitment to plan every business day for the rest of your life.
Apply the 80/20 rule to your day plan.
Hire someone.

Inner game

Each day I am taking more and more action.
I am a master of action.
Each day I am getting better and better at time management.
I am a master of time management.

Time management is a learned skill.

Plan your day on paper before the day starts.

All the time management guru’s say, “work from a list”.

Here are some benefits of working from a list.

1. You will take more action
2. It is easier to remember things
3. Create momentum by crossing things off the list as you go

* Remember to not beat yourself up if you don’t get everything on your list done.

How to Create a List

Create a list of customized questions to ask yourself each day.
Block 14 minutes (1% of your day)
Plan for 14 minutes
Apply the 80/20 rule to your plan

I suggest you spend 1 hour every Sunday (or Saturday if your prefer) planning the next week.

Infinite Time
Measure results in terms of results per hour not minutes per hour.

Measure time in terms of results per hour

Marketing Tactics to Create Leverage

Web site
Book
Special report
Replay line
Sales letter
Post card
Email newsletter
Solo email
Telemarketing
Joint Venture

Case History

Dead Doctors Don’t Lie

Tony Robbins/Carlton Sheets

49 Time Management Ideas

1. Plan your day on paper before the day starts.
2. Time can have a future value.
3. The 80/20 rule is applicable to time management.
4. Change begins in language.
5. I am a time management master.
6. What is the best use of my time right now?
7. Everything counts.
8. Infinite time.
9. Sometimes an hour is worth more than an hour.
10. We all have the same amount of time each day.
11. You get what you focus on.
12. Act as if you are a time management master.
13. What kind of time do you need?
14. Use a day planner
15. Study time management.
16. Time management is a learned skill.
17. Clear the clutter out of your life.
18. Clean as you go.
19. Keep an emergency fund so you don’t spend time stressing about money.
20. Have a place to keep your car keys, your wallet, and the remote control.
21. Sell or giveaway unnecessary clothes, furniture, dishes, and things.
22. Simplify your life.
23. What doesn’t get scheduled doesn’t get done.
24. Planning is thought before action.
25. Speak as if what you are saying is the truth.
26. Have time management goals.
27. Concentrated blocks of time.
28. Use leverage.
29. Develop time management systems.
30. Some activities produce better results than others.
31. Spend 1% of your day planning.
32. Focus on completion versus perfection.
33. Read the time trap by Alec Makenzie.
34. Longer, harder, smarter.
35. What are my time wasters?
36. Habits determine up to 90% of our normal behavior.
37. Do what you do best and pay others to do the rest.
38. What must I accomplish today?
39. It is easy to pay the price when the promise is clear. Jim Rohn
40. Hold the belief that you are a time management master.
41. Embrace technology.
42. Think.
43. At the end of each day ask yourself if I was to do today over again what would I do differently.
44. Plan your work and work your plan.
45. Look for ways to improve your time management baseline.
46. Time is more valuable than money, you can get more money but you can’t get more time. – Jim Rohn
47. If you don’t complete your plan for the day you are not a failure.
48. A daily plan in writing is the single most effective time management strategy yet not one person in 10 does it.-Alec Makenzine
49. Get rid of the clutter.

4. Action Items

Make a list of time management questions to plan an optimum day.
Plan the next 7 days using my system.
Do a google search on time management articles. Read 3 time management articles in the next 7 days.

Have a great Xango Day

A Day in Your Life

If you are an adult weighing 175 pounds, in 24 hours;

-  your heart beats 103,689 times.
-  your blood travels 168,000,000 miles.
-  you breathe 23,040 times.
-  you inhale 438 cubic feet of air.
-  you eat 3.25 pounds of food.
-  you drink 2.9 pounds of liquids.
-  you lose 7.8 pounds of waste.
-  you perspire 1.43 pints.
-  you give off 2.6 degrees fahrenheit.
-  you turn in your sleep 23 to 35 times.
-  you speak 4,800 words.
-  you move 750 major muscles.
-  your nails grow .00046 of an inch.

Take care of your amazing body!

Life as it Could Be webinar at 7PM

if you’re in Network Marketing, you’ll want to attend this free webinar tonight. 7:00 PM (Pacific) webinar link

Mike in Seattle this week!

Xango My Home

Mike will be in the Seattle area this week!

Thu/Fri/Sat/Sun March 25th – 28th

Special Guest on Saturday: Dr. Les Berenson

Presentations & Training Classes

Contact Jerry Brown for details

206-920-2428

Bring or Send Your Guests

Schedule:

Thursday Business Overview in Yakima, WA.

Round Table Pizza - 1300 North 40th Avenue - Yakima, Wa 98908

Friday – Open for Training and One on Ones

Saturday Business Overview in Bremerton with Dr. Les Berenson and Mike Reams

Gateway Center - 2525 6th St. - Bremerton, WA

Time 11:00AM SHARP-Training to follow Afterwards

Dist. $5.00 / Guests FREE

Saturday Business Overview/Training in Auburn with Mike Reams

Round Table Pizza - 3960 A St SE - Auburn, WA

Time 6:30PM – Training to folllow afterwards

Dist $5.00 / Guests Free

Sunday Team Training Meeting

Round Table Pizza - 2601 North Pearl - Tacoma, WA

Time 1:00 PM Sharp – We will be having lunch.

Monday – Again Open for trainings and One on Ones until 4 pm

Jerry and Jane Brown – 206-920-2428

I’m looking forward to seeing you there!

Mike

3-Way Calls for success

These are my notes from the Life as it Could Be webinar last Wednesday (3/17/2010).

Webinar Hosts, David & Susie Butler

Guests this week: Steve & Cindi Hall Xango 200K

Things for Super Growth (53% growth last month)

- More 3-Way Calling
- Third party validation
- To answer questions
- Provides a support system
- Part of the prospects training

Don’t “over” question.

- Get on a 3-way as fast as possible. Right after they (prospect) watch a product video.

- “We can build this together” – it takes the fear out of the new person

- Life as it Could Be website system – it also takes the fear out of the new person

- You will recruit 50% more people by using 3-way calling

- Plan 3-ways ahead of time if possible!
- Schedule enough time
- Get plenty of background information on your prospect

- Direction … Steve – build relationships!
- Become a good listener
- Build accomplishments/credibility of Xango

- Set up a list of 8 to 10 people to use for 3-ways. Put these numbers in your cell phone.

- Learn how to do a 3-way call on your phone (you may have to call your cell provider for instructions)

- 53% growth last month
- People need to know that you care
- Care about your team
- It’s teamwork
- Build unity
- Regular team calls

It’s a number game!

Use the tools!

Get lots of people to watch the videos!

More on 3-Way Calling Coming Soon!

Mike

Travel Booking Engine

I found a great travel agency (not mlm) that pays 85% commissions, has “all” the cruise lines, has all the industry credentials and has been around for ever. By the way, no cost to join and no monthly fees. I’ve used them for years with no complaints or issues.