When talking to new prospects for a home based business, you want to use your upline to help you with a 3 way call....this means positioning your prospect and setting the situation up to get your upline on the phone...use this strategy.
1. Always be the new guy or the recruiting assistant for your upline
2. Never claim to know everything about your business, always be the new guy.
3. Say "curiosity building statements" that gets prospect to ask you question.
4. Instead of answering their questions, instead say something like "You know, that is an excellent question and I wouldn't want to accidentally give you a wrong answer... in fact, I might have someone who knows about that...and if you just give me a quick moment, let me just see if he's available to give me an answer on that... if you just hold on the line for a moment, I'll just see if he's available....however it may take a moment, so don't hang up...just hold tight and I'll be right back with you, hopefully with an answer.
5. Make sure your prospect has heard or gotten at least some kind of general information before you go after the 3 way call....you're job is just to warm them up and then introduce them to your upline....gently but assuredly and professionally.
6. Remember to always be gentle and professional in every way.
7. Always edify your upline partner, make them sound like a great person that you are so grateful to have around because of their knowledge.
8. Introduce your upline and your new prospect with full names and explain just briefly what the questions/concerns are, but always be careful to only talk about objections that can be overcome... OBJECTIONS can be overcome, CONDITIONS are issues that can not be overcome... an objection may be "We want to think about it!" a condition is more like "I'm crippled and don't have a phone of my own to use"....those are things you may not so easily overcome....so be sure to differentiate between the two "excuses" for not participating.
Your friend and partner,
Micah Carter
Wednesday, October 21, 2009
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