It’s a classic mistake for people to make. Ever wonder why new people can sponsor 2 -3 people off the bat without any knowledge and yet once they have been to a couple of training sessions they seem to stop sponsoring?
Here’s a clue.
Most people make their business conversations and presentations way to complicated and therefore a lot of prospects do not understand what you are trying to tell them.
Here are 4 tips to keep you on track:
No Buzz Words. These are words that you and other reps toss around thinking everyone knows the definition. They are unique to your company or our industry.
Using words like binary or matrix just confuses those that are not in the industry. Also, just because the prospects are in the industry doesn’t mean they are knowledgeable about the different type of compensation plans. It is best just to stay away from all types of words that only you know.
Using terms like ORAC scores, Overflow, Phydofills and even Upline can have a confusing affect on your prospects. Giving ingredient lists and percentages of nutrients will chill a conversation very quickly.
Keep it short. Long presentations and explanations just bore everyone. Be brief and cover the highpoints. No one wants to go to a lecture and there is no need to explain everything.
If you use PowerPoint or a flip chart, be careful how much you explain on each slide. The tendency is to elaborate and give even more information than is on the page. Doing that only makes the plan even longer than it needs to be especially if you do that on every page!
To keep your presentations seeming like they are shorter, ask some questions of your prospect at various points in your plan. This will break up a long talk by you and allow them to clarify certain points.
Everything is fast paced in our society and “commercials” allow a break. Bring out a brochure or a pamphlet or even a sample.
Cover only the basics. Avoid details about your company, program, and product. You are just trying to start the process, ascertain their interest and see their level of excitement.
Stay with the headlines and leave the details and longer explanations for another time. Covering too much info in the beginning only confuses people.
Remember, a confused mind does nothing!
Send them to the info. After giving the overview you should have other materials to let them get more of the details or background info. There is no need for you to be their library.
No one expects you to be the scientist or to understand the molecular structure of why your product works.
Even if you know, don’t answer it. Show them where they can get it. Don’t be the authority on every question. Get your upline leader or sponsor involved. I like to use, “Good question, maybe we should get one of my business associates on the line.”
Send them to your website or leave them an info packet. Give them something that takes away from you being the authority. Let them get the info they need from an outside source. This allows the experts to validate your presentation and makes you look better.
However, be careful about how much you give them. I like to address their specific questions and just send them to places that will answer them correctly. Usually I give them just a few things at a time.
The bottom line is that your explanations should be about introducing them to your company or product not convincing them with your vast knowledge. Your primary role is to introduce your company, tell your personal testimony and let the experts back you up!
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About Dave Lovett
Dave Lovett is one of the top international leaders in his company. He helps people learn both online and offline marketing. As a master communicator, he knows the significance of building strong relationships.
Need more leads? You can check out one of his favorite sources at http://www.DaveLovett.info