How To Be Successful at MLM begins with the understanding that you must first build trust and rapport with your prospects prior to inviting them to view your product or business. When you begin talking to a potential prospect they make an instant decision to either accept what you’re saying as truthful, or put up their walls of dis-trust and dis-belief – long before you give them even a hint about your product or business, and it’s usually final.
The biggest sale you’ll ever make is to get your prospects to trust you and thus, believe all the amazing things you’re going to tell them before you tell them. So, how do you do this? By talking directly to the decision-making part of your prospect’s brain, which is in their subconscious mind. And that’s what professionals do; they create trust and rapport before they ever mention their product or business opportunity.
So, what I’m going to teach you to do is not learn how to handle objections, but instead, discover how to create rapport so objections never happen. The first and most important step in communication with a potential prospect is to build trust and rapport and I’ll tell you how to do that below, but first I want you to know that while honesty and having your prospects’ best interests in mind are essential, they aren’t the correct skills to establish trust and rapport.
You see, people put up walls of skepticism to people who don’t think the same way they do. We all have internal programs in our subconscious minds that say, “I can trust people who are like me and who see the world from the same viewpoint as mine.”
To bypass this built-in skepticism, just use an opening statement that is already believed by your prospect. When you do this their subconscious mind says: “Hey, you think the same way I do. You’re a trustworthy person and I can believe whatever you’re going to say next.”
If you sell health and wellness products you could say, “The life expectancy of 78 in north America is really tragic,” or if you’re presenting your business opportunity you could say, “Not having to work so much and having more time to enjoy our lives would be great,” With opening statements like these, your prospects will think, “We’re on the same page. You’re just like me.”
And no matter what business you’re in, you can find common ground and a certain fact about your business or product that everyone will agree with. Just start brainstorming, writing things down and start practicing saying them out loud until they’re effortless and sound natural.
So, the first and most important step in communication is to learn how to build a bond of trust and rapport with your prospects within seconds prior to presenting anything about your product or business by saying things that your prospect already believes.
You don’t need more good things to say. Instead, you need to learn the right communication skills so your prospects believe the good things you’re already saying.
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Developed from a concept by Tom ‘Big Al’ Schreiter