Are you not sponsoring as many people as you think you should be? One simple change has the possiblity of igniting your business. You may be lacking this one vital piece of the puzzle.
Alright so what is the one key you came here to learn about? This simple key is called posture. So is this just sitting up in your chair? Well that has a little bit to do with it.
What posture really means is how you come accross on the phone. Having posture is basically having control. You are in control of the conversation at all times. And how do you keep control of the conversation you ask?
Well it's really simple; the one who is asking the questions is the one in control. Think of it like a movie where a guy is getting interrogated by the cops. Who is in control? Well definately the cops because they are asking the questions, while the innocent man is basically being dominated.
Posture may be more difficult for some because you have to truly believe that you are a leader. That you will be successful without the person on the other end of the phone. This doesn't mean that you should be rude! There is a very important line between confidence and being rude.
Posture is knowing that the person on the other end has to qualify for YOUR time not the other way around, very important. I don't care if this person is a CEO of some fortune 500 company, (s)he still has to qualify for your time.
Here is a quick example of a first call with posture.
Prospect Joe: So is this another one of those MLMs or something?
You: Well Joe that is a great question but right now isn't the time for it. This is simply an interview and I'm qualifying you for my time. So we can keep going with the interview or just end it right now. Which would you prefer?
If they are a serious prospect they will say, sorry go ahead.
Now what happened there is that I kept the control of the call on my side. This is vitally important for two reasons. One is that it puts you into a position of a leader, you are serious and you mean business. People follow leaders, end of story.
Second, it also positions you as the expert on the topic. People always seek out experts in their fields. Why do people go to doctors when they're sick?
People don't join your business because of your product or comp plan. They join YOU and they join because they feel YOU can lead them to their goals.
Here are some ideas to get you in the right posture.
For one, stand when you're on the phone. This instantly changes your attitude. Another would be to put on some nice clothes and shoes while prospecting. You would be amazed at what this really does for your confidence.
Next, talk a little faster and a little louder. This doesn't mean scream into the headset, just a little louder than normal.
As soon as the call starts you are taking away from the prospect. This basically just means that you are trying to find a reason not to sponsor them! This sounds a little weird, but in the end it will pay dividends.
These are a few tips to get you into the right mindset, but you will determine your own success.
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