Learn how to Connect and Present:
Why is this important?
Because this will make you an interesting human being that people love to be around, privately as well as professionally. And then, when you’re sharing your products and ideas, people tend to listen and respond well.
The Golden Rules of Presenting:
There are only two ways you can be successful in business and in life:You have to solve a problem that somebody cares about. And you have to help someone achieve a result that somebody cares about. So ask questions that can uncover these two topics.
How to connect:
We all have a need to be heard and understood, so the quickest way to connect with people is to listen to them and sometimes mirror back the words you’ve heard, showing them that you’ve heard and understood them. This will also help you find a motive for the Prospect to join our mission. Here are 4 themes you can ask questions about: Family, Occupation, Recreation, and Money (FORM).
How to find a Motive:
A motive is a reason to do something about something (like becoming a Customer to get rid of pain OR becoming a Partner to get rid of not having enough money for a specific goal or dream). This is sometimes referred to as finding the Why.
So in general, we should focus much more on Why than on What and How.
Another way of understanding a Motive is like having some kind of pain. And when you know the Prospect’s pain, you can offer them a painkiller to relieve the pain for them. But if the Prospect doesn’t know they have a pain, there is no need for a painkiller.
So your task is to find the Prospect’s Pain and ‘press on it’ until they feel it really strongly. This will increase the need for a solution.
1. The Short Presentation (SP):
This is the first meeting in our Pipeline. It’s about 30-40 min, and you usually do it yourself, and you have 4 goals to accomplish during this time: To connect, to find a motive, to share the basics of the business, and to invite the Prospect to the Business Presentation (BP) and the Evaluation Meeting (EM):
- Connecting: Start by asking where in the world the Prospect lives, what they do, and why they do what they do. Go through the FORM and mirror some of what they are saying. Use FORM to ask questions.
- Find a motive: Ask what’s good and what’s bad about what they do (job/business), and if it makes sense, ask “what if what I’m going to show you can give you more of what’s good about what you do, and less of what’s bad, would it make sense to partner up with us?” (use the words the Prospect is using). OR ask about their dreams for the future and when you’ve got them, ask if they have a sustainable plan to realize that dream. When they say “no,” ask ‘If I could show you a sustainable plan to do just that, would it make sense to partner up with us?’ This is called a ‘trial close.’ An excellent general question in this section is: “What needs to be in it for you to partner up with us?”
- The Business: What we have is the opportunity to own your own online business without the hassle, risk, or large investments. Let me show you one of the product categories (show the test and talk about test-based nutrition and the 4.7 years longer life). Ask if they know about Direct Sales and Network Marketing. You can use slides or just talk but do it in general terms: The website, landing pages, potential, education, and coaching, etc.
- Invite them to the next live Business Presentation (or if they can’t, a personal business presentation with your Coach), and when you have their commitment for that, also invite them for an Evaluation Meeting 24-48 hours after BP (confirm this in writing, see Pipeline module).
Note: If the Short Presentation is for close family and friends that don’t know you as a Business Person, you should bring your Coach or another Upline to the meeting.
2. The Business Presentation:
This presentation is usually done for you by more experienced colleagues, and there are a lot of them in many languages every week. So in order to make it easier for you, let’s talk about you doing the Business Presentation when you’re Diamond.
3. The Product Presentation:
This presentation is usually done for you by more experienced colleagues, and there are a lot of them in many languages every week. So in order to make it easier for you, let’s talk about you doing the Product Presentation when you’re Executive.
4. The Evaluation Meeting (EM)
This meeting is very important because it’s also a Decision Meeting. Now the Partner Prospect has been to the SP, the BP, and maybe also the PP, so they know about the products, the business model, the income potential, and how to get started. Now it’s time to decide if it’s time to Onboard. In this meeting, we have to ask a Closing Question, and if this raises one of the 4 main objections, we have to be able to work through those (study skill #5 Closing). Here are some examples of questions to work with (just use a few):
- Bridge to closing: What do you like the most about our project?
- Q&A: What else do we need to talk about?
- Re-connecting to motive: In our first meeting, you told me that you were looking for something where you could work remotely and that had a huge potential. You also said that you did not yet have found it. Can you now see that this can be what you’ve been looking for?
- Re-connect to motive: John, in our first meeting you said that you and Anna would love for her to be a stay-at-home mom while the kids are still small, and I have shown you that we have the solution for that to happen. Are there any questions that you need answers to before you make your decision?
- Re-connect to motive: Anna, we have talked about your dream of traveling the world and working online as you go, and I have shown you that this can help you do exactly that. Do you have any questions before we start?
- 3 step closing: John, how much money needs to be in this in order for you to partner up with us? And how many hours can you, on average, invest on a weekly basis? And how long can it take to build it to that level? (if it’s realistic say: That’s absolutely possible. Let’s do it).
- Time perspective: John, you tell me that you’ve been working for 25 years and that you now make 4000 Euros per month. How about you partner up with us and we help you double that amount in the next 12-24 months?
- My Commitment to you:
“My goal is to start 10 new partners within the next 6 months. If you start now, these 10 partners will form the first line in your team, and I will train and coach them through their fast start process. At the same time, you and I will build your second line together with your contacts, and we will train and coach them through their fast start process together.
A team with 15-20 active partners will give you an additional 1 to 2 thousand Euros every month with a time investment of 7-15 hours per week. Then, we repeat the process together with the new partners in your team. It never gets more complicated than tha, So does it make sense for you to start now?”
Notes:
- When the Prospect voices any of the 4 main objections, you’ll need to apply the Closing technique that you’ll learn in the Closing module. If you don’t yet have the technique at the tip of your tongue, you should bring your Coach or another experienced Upline to the meeting.
- And when they say YES, sign them up immediately and Invite them for the Onboarding Meeting!
- Feel free to experiment with all those questions at any step in the Pipeline or before or after.
Quiz for Learning:
- Why do you think it’s important to connect before sharing?
- Why do you think it’s important to find the Prospect’s motive?
- Why do you think it’s important to also book the EM in the SP?