Telephone Techniquest That Work

I'm sure you listened to Tom Paredes' CD series, Telephone Techniques That Work. It's a great way to quickly focus prospects on what they want, and how you can get it for them. This is from one of the out-takes (stuff that didn't get included in the final version). Conversation with an unqualified prospect: Prospect: How much money can I make with your opportunity? Tom Paredes: How much money do you want to earn? Prospect: I want to earn $10,000 a month. Tom Paredes: Have you ever earned $10,000 a month before? Prospect: No. Tom Paredes: Do you know what it takes to earn $10,000 a month? Prospect: No. Tom Paredes: What are you willing to do to earn $10,000 a month? Prospect: Well, I don't want to have to make phone calls, and I can't go to opportunity meetings because I work nights, and I can't afford to mail postcards. Plus, I don't know anybody. I won't go out and meet strangers - that's just not me. My relatives won't talk to me . . . and if I can't earn at least $10,000 a month with your opportunity, well . . . then you just don't have a good plan. End of call.

Don't sell features. Don't sell benefits.

Instead, base your sales presentation on your prospect's most pressing problem. Then you'll have your prospect's attention. For example, if you talk about the weekly bonus checks, that's a feature. If you talk about the benefits of weekly checks (not waiting until the end of the month, getting your earnings quicker, instant gratification for work performed, etc.) - you're doing better, but it still won't rivet your prospect's attention. Try talking about your prospect's most pressing problem. For example, you might say: "Next Tuesday your mortgage payment is due. That could eat up most of your paycheck. Wouldn't it be nice to get a check from our company that would pay the mortgage payment for you? Then you'd have your entire paycheck to do what you want." See the difference? Your prospect is constantly thinking about his problems - not your benefits.

You're only one good prospect away from a $1,000,000 career!

Sometimes we get discouraged. That's human nature. But we also have the ability to cheer ourselves up. Here is one way to create a positive outlook when we feel discouraged. Just imagine that you continue promoting and talking about your business. At some point, you will cross paths with a prospect who is looking for an opportunity to change his life and you are the answer. Maybe you don't know this prospect now. Maybe it will be some chance encounter sometime in the future. It doesn't matter how you meet this prospect. It just matters that you were still enthusiastic about your business and impressed your prospect. What can one good prospect mean to you financially? The prospect could mean a million dollars over several years. And thats a powerful incentive to be persistent in your business. There are many networking leaders today that enjoy powerful incomes because of just one good prospect. Why not join them?