MLM Training: How To Master Presenting One-On-One, Part Two
by admin on 06/11/08 at 11:11 pm
Continuing the article series on how to present your MLM business one-on-one, Tim Sales provides a sure-fire formula for ensuring presentation success. Never be tongue-tied, flat-footed or confused about the effectiveness of your pitch again. The work has been done for you, all you have to do is read on and take advantage of the tools.
In a previous MLM training article, I laid out the structure (Presenting Formula) of presenting one-on-one. Now the thing you need to know to be effective at doing a one-on-one is how to use that structure correctly.
Here is the structure again:
Presenting Formula:
- Greet
- Qualify
- Present
One-on-Ones (present step expanded):
- Give global overview
- Make main point
- Educate on necessary topics
- Make point 1
- Support point 1
- Confirm agreement on point 1
- Make point 2…(continue with support/confirm)
- Conclude by proving main point
- Make simple and offer the solution
4. Close to action
5. Follow up
Everything I’m going to go over in this article is from the perspective of doing a one-on-one in person (as opposed to doing a one-on-one over the phone).
The major decision you need to make prior to the one-on-one is whether or not you invite your prospect to view anything about the business before the one-on-one meeting. My recommendation is that you have them watch either the Brilliant Compensation DVD or the Brilliant Compensation online movie, both of which are available at http://www.firstclassmlmtools.com
Quick story: A few months back, I met a famous person on a flight from Tampa, FL to Los Angeles, CA. She has been on Television for over 20 years either on the Home Shopping Network or infomercials. She has personally sold approximately one billion dollars worth of products (if your jaw didn’t just drop to your keyboard, re-read the last sentence). We hit it off and talked for 4 hours as if we were best friends.
Of course she asked, What do you do? I told her that I retired from network marketing and was now helping the whole industry. She told me that she had seen network marketing hundreds of times from both the corporate side as well as distributors. Many network marketing companies (corporate, not distributors) had asked her to do different things like shoot videos and represent their product, etc.
She asked me, Do those things really work? I answered back, They do. That was all I said; I didn’t go into it any further.
A little later I told her about the video I made (Brilliant Compensation) for the industry. She said she’d love to watch it. I joked around with her, saying that I would rather not, as she ’s a pro and I’m not an entertainer and that would become very evident if she saw it.
To make a long story short, I sent her the DVD version. Shortly after, she came over to my house for dinner and said something rather revealing. She said, Tim, no you’re not an entertainer,’ but you answered every question I’d ever had about network marketing. You even got me to thinking, ‘Hmm, maybe I should do network marketing.’
My point in telling you this story is that I wanted you to see that, even though I absolutely know how to explain network marketing, I still sent her Brilliant Compensation, even though she is an absolute professional in television, infomercials and Broadway plays.
So, when setting up a one-on-one, your decision on whether or not to send your prospect something about the business before meeting with them will dictate how you use the formula.
Decision A: Send them Brilliant Compensation.
This would mean that prior to the one-one-one, they would have seen an explanation of network marketing. So your Present step (of the presenting formula) would consist of going through the four principles of business and integrating your company/products within them. The four principles of business are:
- huge expanding market,
- unique and consumable products,
- leverage and
- timing.
You would confirm your prospect ’s understanding of each principle. After that, you simply conclude by making it simple and presenting an offer.
Decision B: Not sending them anything prior.
This means that when you sit to do the one-on-one, they will have seen nothing and don’t have any idea about what you’re going to be discussing with them. Perhaps they know that it ’s a business idea or concept, but for the purpose of how to use the formula, assume they know nothing.
If this is the case, you will need to create the foundation and orientation for your prospect, similar to what I did in Brilliant Compensation. Therefore, the steps are the same as what was laid out in the presenting formula above:
- Give global overview
- Make your main point
- Educate on necessary topics
- Make your first point
- Support your first point
- Confirm their understanding of the first point
- Make additional points, support them and confirm understanding
- Conclude
- Present an offer
In conclusion, and to help you in your MLM success, keep in mind that whether you’re talking to your next door neighbor or a famous person, Brilliant Compensation will convince them of the legitimacy of network marketing. Show the Brilliant Compensation presentation first and even the most cynical prospect will be open to taking a serious look at your opportunity.
To your success!
Tim Sales
About the Author
Tim Sales helps network marketers gain the confidence and skills to be an MLM success. Discover what you must know to become a true network marketing professional. Sign up for his free MLM training newsletter and listen to free training at http://www.FirstClassMLMTools.com
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