When studying the five triggers and the sequence of how prospects make a decision, many question how they can be on top of the 6 million bits of data bombarding our prospects’ brains every second.
The solution is easy.
- Talk about our prospect. That is the most interesting subject our prospect knows.
- Talk about our prospect’s problems. Now we are really interesting.
- Put the problem into a two- or three-sentence story. Now we are riveting.
It is easy for us to be the second most interesting person in the world to our prospects.
Getting final decisions is easy when we follow the proper sequence of the five triggers in our prospects’ minds.
The minds of our prospects crave … easy decisions.
Making the final decision a choice between two options feels great for prospects. We can do this easily with the phrase, “So what is going to be easier for you?”
- So what is going to be easier for you? To keep starving yourself and watching the weight keep coming back? Or to use our full-body diet system?
- So what is going to be easier for you? To continue going to work every day until age 68? Or to start a part-time business now so that you can retire at 55?
- So what is going to be easier for you? To continue taking holidays at your mother-in-law’s house? Or to get free holidays from your part-time business?
- So what is going to be easier for you? To hope for a 50% salary increase at work? Or to give yourself your own raise from your part-time business?
What we don’t know … kills us.
When we first start network marketing, we believe that our prospects make their final decisions based upon our presentation. This error sets off sales alarms, skepticism, too-good-to-be-true filters, objections, rejection, and other ugly reactions.
Once we learn that prospects don’t make decisions based upon our presentation, we make our first baby step into the world of understanding closing and decisions.
If you still believe the 1960s theory that prospects decide to join based upon our facts, you will quickly change your mind after reading this book on exactly how prospects make decisions. 🙂