MLM Training : Sales People “Close” Network Marketers build teams and Develop Leaders”

Sales People “Close” Network Marketers build teams and
Develop Leaders”

As I look back on the last 30 years in the network marketing
industry, a paradigm shift that really took my business to
a new level was realizing that I was not in the sales business
but the leadership development business.

I have nothing against sales.  I appreciate great sales people
and sales profession.  Nothing happens in the economy until
someone makes a sale.

Network marketing is about team building, not closing.

It is very important that you understand this as it relates to
recruiting new team members. Sales people close, but
network marketing leaders don’t!  If someone is trying to
teach you how to close your prospects into your business,
that is a clue you shouldn’t be listening to anything else they
are trying to teach you.  Wouldn’t you think?

If you have to close them into your business then you will have
to continue to sell them to do anything after they join. Nobody
has time for that.

You are looking for people that are looking for opportunity.

“A person convinced against their will is of the same opinion still”
and they will never attempt to build an organization.

When I first got involved in the network marketing industry I
read all of the classic sales books and made the mistake of
thinking I should attempt to close people in the business. The
bottom line is, long term this doesn’t work. You may be able
to close them into the business but network marketing is about
more than 1 time up front commissions.

If you want to learn to close then get involved in high
commissions sales. If you want to become effective
in network marketing learn to sort through people and
find the people who are looking for opportunity.

You are looking for people whose window is open,
let me explain.

I believe that within a 365 day year everyone
has their window open at least once.

What causes their window to open?

* They don’t get the promotion they deserve

* They realize that they have a child that wants to
go to college in a couple of years.

* Their company is laying off and it is getting
closer and closer to them.

* They want to buy their first home.

and the list goes on and on. You get the idea.
Something happens in their life that causes them
to open their heart and mind and consider other
options for their financial future.

Their window may open for a few minutes, a
few days, a few weeks, and sometimes their
window opens and it stays open. They make
the DECISION to do something different.

The secret to prospecting and recruiting is to
expose your opportunity to enough people to
find those whose window is open.

The only thing you can control is how many
prospects you get your opportunity in front of
on a daily, weekly, monthly basis. You cannot
control whose window is open, and whose is not.

Yes, you can “close” those whose window’s are closed,
but they ultimately become a waste of your time
effort and energy.

The name of the game is sorting through people.
Amateurs try to convince, professional’s sort. Please
understand, I am not saying you shouldn’t have a “closing question”
for lack of a better term.

I believe in a two step recruiting process.

Play One; expose a prospect to your website
or company DVD.

Play Two; Invite them to the hear the entire story
via live meeting, conference call or webinar.

After the play two event simply say “What
questions do I need to answer for you before
we get you started?”

If their window is open and they are ready to
get started they will ask a couple of questions
and then be ready to sign up.

They may have objections such as:

“I don’t have the money”

“I don’t have the time”

“I can’t sell”

etc. etc. During my free upcoming
webinar with Network Marketing Times,
I will share with you EXACTLY how to
answer every objection you ever receive
the rest of your network marketing career.

Sorry the webinar is over, however you can access many
of Dale’s Training Webinars here:
MLM Success Webinars

If you listen to podcast, you can check out Dale”s
podcast here: Dale Calvert Podcast