A Message From the Desk of:
by Jodi Firebaugh
Greetings and welcome to the PassionFire and Net-work Marketing Training Institute's Doug Firebaugh Training Letter! We have so many exciting things going on at PassionFire and NMTI that we are having to bring them out one at a time so we can introduce them to you properly!
Today we are launching the blockbuster product "Golden Words- What to Say to Strike Gold with Internet and Cold Market Prospects." This is for EVERYONE and anyone who is using the internet to get leads, or calling cold market lists, or just calling people on the phone.
This Advanced Training Series will change how you view talking to cold market leads or even warm market prospects. It is one of Doug's best works and if you apply the information, it explode your business. This is one his the areas of expertise he is known for based on personal experience and success. So Learn from a pro and watch your business go!
Also, we are launching this weekend the "Secrets to Extraordinary Telephone Mastery" Webinar being held Wednesday May 21 and Thursday May 22nd. It will totally transform who you are on the telephone -overnight! If you are looking for details- click HERE.
ALSO - we now have the 3 fre-e Gifts from Doug for signing up for his Training Letter. You will receive 1) 7 day Power Recruiter e-course, 2) a 40 minute mp3 of "The 7 Biggest Mistakes made in Network Marketing", PLUS 3) a mini booklet download called "QuotesFire - 103 Success Quotes from Doug Firebaugh." Gain access to ALL 3 of these trainings from Doug just for signing up for the best training letter in the industry - our gifts to you.
We are so glad you are part of the PassionFire family! Have a great day and please join us for the NMTI webinar on Monday nights at 10 PM Eastern! Last monday night was amazing.
Click here to enter the Webinar
Jodi Firebaugh
PassionFire International
How to Read Your Prospect Like a Book
by Doug Firebaugh
Many people do not know how to "read" a prospect and how to respond accordingly with the words and many times resistance given to a Networker. Many times a networker will try and move the prospect too soon to another exposure, and totally turn the prospect off. It will be perceived as PRESSURE. And then no matter what you do, that wall is up, and it is so tough to bring it down.
And at other times, you may miss a "forward signal" that means they are ready to move forward and look at something else. If you miss it, then you may not get another chance as it is much like a bell curve.
The presentaion and telephone conversation is like a bell curve. It starts at the bottm, and then goes up and then hits the top, and then you are going down the backside. That is much like how a prospect's reaction is to a networking presentation or conversation . And you need to learn to read the signs that the prospect is giving you so you know which way to go.
Here are 5 signs that can help you know where your prospect is when you are trying to recruit or retail to them:
1) They keep looking away from you.
This is a sign that they are not that engaged and you need to do a couple of things:
Say there name. This pulls them back in.
Give them something to look at.
If on the phone- ask them to give their opinion or insight on something.
Keeping their attention is critical and you MUST pay attention the first 5 minutes. If they continue to look away, or remain silent on the phone, ask them "Is this making sense to you...?"
2) If they have their arms, hands, or legs crossed, they are in a defensive posture.
If this happens, give them something to hold or read, and let them talk about themselves and ask questions.
Many times people will cross their legs and are simply getting comfortable. But if their legs AND arms are both crossed, you need to get them out of that defensive posture. Get them smiling, laughing, and enjoying the time with you.
3) If they lean back from you, they are not buying what you are saying.
You need to ge them leaning towards you. How? If they start leaning back, reach out and give them something to hold or look at. If they are still leaning back, hold something and ask them to lean forward to look at or give to them.
If they are still leaning, back, do not invade their space. There are some people that simply enjoy leaning back at times. But get them to lean forward by lowering your voice, or saying their name.
Leaning TOWARDS you is a must if you are to move them towards you psychologically.
4) On the phone, if their vocal energy drops, that means you are losing them.
And you must get it back up. How? Ask about them, their future, their kids, anything that they will start talking about. Most prospect's energy drops because you are not talking VALUE or what is valuable to them.
Keep your conversation about the Value that your business and products bring, and ask them about what they would like to bring more value to in their life.
Keep it ALL ABOUT THE PROSPECT. Because it is.
5) If they push the brochures or CDs, or products back towards you, then they are distancing themselves from your offer.
What do you do? Do NOT push it back, or pressure. Talk to them about what they are looking for, and then ask,"Can you see yourself becoming successful in a great business like this?"
If they answer "No," then you must focus on the product. If they are not interested in the products, then simply ask them for a referral.
"I appreciate your honesty. Maybe you can still help me. Who do you know that this would be more appropriate for?"
Reading your prospect can be summed up in one sentence:
If they are leaning towards you smiling, aksing questions, and reaching for the brochures or products, they are where you need them. If they are leaning back, remaining silent, and arms crossed, odds are, they are not where you want them.
If on the phone they are silent, unengaged, and seem uninterested, odds are they are not interested. Ask lots of questions and talk about the prospect.
And continue to keep the prospect ENGAGED in the conversation. Keep it all about them, and they will have less defenses up when you are talking about your networking home business.
blessings...
Doug Firebaugh
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