Last post we discussed how to bring up the negative things a prospect faces without making him defensive. Now let’s look at the inverse…
For the positive things, always make it about the prospect.
If all you do is talk about the free trips you’ve earned, the bonus cars you’ve had, and all the money you make, that’s not very relevant to the prospect. It seems like you’re just beating your chest and makes the prospect jealous and defensive. And not many people who feel jealous and defensive sign distributor applications…
Now of course it’s relevant to tell your story and accomplishments to establish your credibility. But don’t go overboard here or you’ll repel the prospect instead of attracting her.
Be sure and include language like:
What could you do with an extra 3,000 Euros a month?
Imagine the day you walk in and fire your boss.
How would you like an all-expense-paid-paid trip to Hawaii?
What kind of bonus car will you choose?
Paint the picture in her mind of the benefits she can receive, and she’s very likely to join the business.
So how are you doing on this? Do you paint a vivid, compelling picture of the good your prospects can receive?