May 7
� Qualifying your prospect
� Inviting your prospect to action
� Handling questions and objections
� Close your prospect to action You can see that there is a deal of work to do before entering the invite phase. If you haven't got enough information when qualifying your prospects and they are pushing with questions, how do you stay on track? Let's suppose that I asked the first question as I start to qualify the prospect, and the person says, "How much does this cost?" or "What's the name of the company?" They are basically moving into the inviting to action phase by asking questions and raising objections while you are still gathering information to qualify them. You have to be the one who controls the conversation, and you've got to handle that very succinctly and very accurately. Otherwise you run the risk of upsetting them, and then they're going to shut down, and they're definitely not going to talk freely and openly with you. Although you may still be gathering information to qualify your prospect you want to make sure that you maintain control of the conversation, and so, to hold their interest, you give a very brief answer to their question. If they are asking the name of the MLM company and you feel comfortable in giving the name of the company, give them the answer and then just get right back on track and ask them another qualifying question. So, for example, one way you can stay on track and retain control of the conversation it could go like this: "What's the name of the company?" and you were to say, "Well, it's XYZ Company. I appreciate the questions that you're asking, and I'm sure you've got a lot of them. What I'm trying to do on my end is see that there is a good fit. See if the things that you desire, we can deliver. But I am not quite there yet. I know quite a bit about the company that I'm representing, but I don't know a whole lot about what it is that you need. Once I know that, I can tell whether or not it's a fit. So about the business that you're looking for, are you open to..." and then you move right back into it. So I didn't ignore the person and their question even though I was still in the qualifying step. That's almost the worst thing that you could do. I actually answered them. I then validated what it was that they asked, and then I moved on. One of the network marketing tips I want to ask you to remember that when you approach each prospect with the genuine mindset that you are there to help them, you will be flexible enough to field their questions making them feel that you are listening to them, drawing them to you, and still staying on track when qualifying your prospects.Need more help with inviting and getting your prospects to say "yes" to your business opportunity? Tim Sales offers a free ebook, "How To Build A Huge MLM Business Working Part Time" at http://www.firstclassmlmtools.com/MLM-Training-by-Tim-Sales-3intV2-W73.aspx Start signing up more prospects right now at http://www.FirstClassMLMTools.com Article Source: [http://EzineArticles.com/?MLM-Training---Staying-on-Track-When-Qualifying-You...] MLM Training - Staying on Track When Qualifying Your Prospects
MLM Training - Staying on Track When Qualifying Your Prospects
The primary goal when qualifying your prospects is to gather enough information to enable you to then invite your prospect to take action and either take a look at your products or your MLM business. It's really one of the main points that I need to make because it will help you stay on track -- and that is to recognize when you do have enough information or when you don't have enough information. Because a lot of times your are going to meet prospects who are going to try to move you faster through the qualifying phase than you're ready for. Let me remind you quickly of the five steps on how to effectively invite your prospects to action. These network marketing tools will serve you well throughout your business. They are: � Greeting your prospect� Qualifying your prospect
� Inviting your prospect to action
� Handling questions and objections
� Close your prospect to action You can see that there is a deal of work to do before entering the invite phase. If you haven't got enough information when qualifying your prospects and they are pushing with questions, how do you stay on track? Let's suppose that I asked the first question as I start to qualify the prospect, and the person says, "How much does this cost?" or "What's the name of the company?" They are basically moving into the inviting to action phase by asking questions and raising objections while you are still gathering information to qualify them. You have to be the one who controls the conversation, and you've got to handle that very succinctly and very accurately. Otherwise you run the risk of upsetting them, and then they're going to shut down, and they're definitely not going to talk freely and openly with you. Although you may still be gathering information to qualify your prospect you want to make sure that you maintain control of the conversation, and so, to hold their interest, you give a very brief answer to their question. If they are asking the name of the MLM company and you feel comfortable in giving the name of the company, give them the answer and then just get right back on track and ask them another qualifying question. So, for example, one way you can stay on track and retain control of the conversation it could go like this: "What's the name of the company?" and you were to say, "Well, it's XYZ Company. I appreciate the questions that you're asking, and I'm sure you've got a lot of them. What I'm trying to do on my end is see that there is a good fit. See if the things that you desire, we can deliver. But I am not quite there yet. I know quite a bit about the company that I'm representing, but I don't know a whole lot about what it is that you need. Once I know that, I can tell whether or not it's a fit. So about the business that you're looking for, are you open to..." and then you move right back into it. So I didn't ignore the person and their question even though I was still in the qualifying step. That's almost the worst thing that you could do. I actually answered them. I then validated what it was that they asked, and then I moved on. One of the network marketing tips I want to ask you to remember that when you approach each prospect with the genuine mindset that you are there to help them, you will be flexible enough to field their questions making them feel that you are listening to them, drawing them to you, and still staying on track when qualifying your prospects.Need more help with inviting and getting your prospects to say "yes" to your business opportunity? Tim Sales offers a free ebook, "How To Build A Huge MLM Business Working Part Time" at http://www.firstclassmlmtools.com/MLM-Training-by-Tim-Sales-3intV2-W73.aspx Start signing up more prospects right now at http://www.FirstClassMLMTools.com Article Source: [http://EzineArticles.com/?MLM-Training---Staying-on-Track-When-Qualifying-You...] MLM Training - Staying on Track When Qualifying Your Prospects
