Sales People “Close” Network Marketers “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.

It is very important that you understand this as it relates to
recruiting new team members. Sales people close, but not
network marketing leaders.

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”

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 talk them into the business but network marketing is about
more than 1 time up front comissions.

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.

Go ahead and register right now while it is
fresh on your mind and I look
forward to being with you on
September 30th.