RANDY FRIED

The real secret in selling is relating in terms that your prospect will understand. How many times have you seen intelligent salesmen use high-tech terminology that sounds impressive to the prospect? While this sounds impressive,
most times the prospect fails to buy because he does not understand the entire presentation.

We must remember that if any part of our presentation fails to be clear, the natural tendency of the prospect
is to delay a decision because of “fear of the unknown.” Examples of this in network marketing to new prospects
could be the following terms (the prospect’s interpretations in parenthesis):
???? Downline (an event to happen later on)
???? PV (a rare disease as in, “Be careful not to catch a lot of PV’s”)
???? BV (a more powerful strain of the disease)
???? Breakaway (leaving the network marketing business to do something else)
???? Sponsor (free will donations to starving children overseas)
???? Bonuses (the turkey given to company employees at Christmas)
???? Distributor (the part that breaks and your car won’t start)
???? Wholesaler (the meat packing plant on the other end of town)
???? Overrides (4th gear on an automatic transmission).
Any of the above words can be used in presentations. However, we must give proper explanations and be aware
of our prospect’s difficulty in translating our true meaning. If you want to have a little fun, attend a group opportunity
meeting and listen to the jargon used by the speaker. Notice the blank stare of the new prospects in the room.
You’ll probably be the only one laughing in the room, but at least you’ll see a dramatic demonstration of bad communication.
All this, of course, brings us to strawberries.
The strawberry story is an excellent way to relate how network marketing works to a beginner. Many times a beginner is reluctant to join because he questions the legitimacy or the legality of network marketing distribution.
The strawberry story puts him at ease because it shows network marketing as an alternative way of distributing
products to the familiar retail distribution system.  The story:

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I’m doing my best. I think the training workshop is going well, but there is one big problem.

In the front row sits a very, very old man and his wife. The old man is sleeping. But it gets worse . . . he’s SNORING — really loud.

I try to be diplomatic, so I ask his wife:

“Your husband is snoring and disturbing the rest of the group. Would you mind waking him up?”

She replied: “YOU wake him up. YOU put him to sleep!”

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Many years ago an attorney, Barry LePatner, made the following statement:

“Good judgment is usually the result of experience. And experience is frequently the result of bad judgment. But to learn from the experience of others requires those who have the experience to share the knowledge with those who follow.”

In other words, we can go out and make our own mistakes by trial and error, or we can observe or listen to those who came before us and have made those mistakes already.

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Do you need money to make money in multilevel? Only if you want to start with a handicap.

A few years ago, a prosperous banker discovered the potential of multilevel marketing. What a concept! Here were a
few blue collar, “mom & pop” distributors making big money with no business experience. Some of his “illiterate” customers were making two and three times as much money as his vice-presidents with their MBAs. These amateur business people had no marketing or business plan. They didn’t know a P & L from a P/E ratio. They even considered their work … fun!

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Want a sure-fire close that puts motivated, self-starters into your group? Want a close that is not high-pressure? Want a close that has built solid, successful organizations? Then you will want to use the Million Dollar Close! Here is how it works. When you finish your presentation,look at your prospect and say:

“Well, what do you think?”
That’s it. Nothing more. Just sit and listen. Your prospect will now have to make a decision. You have presented the facts, so now it is up to the prospect to decide if the business is for him. If your prospect says, “Sounds pretty good.” –
you give him an application and sponsor him into your company.
Your prospect has now made his own decision without artificial pressure from you. He wants to do it. If your prospect says:

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Junkie – a schizophrenic MLM distributor who believes that belonging to several companies will multiply his income
proportionately. A person addicted to spending money on sign-up kits.

How junkies think.
If one MLM program is good, then two programs should be twice as good! Three programs would be even better. Hey, what about four programs? That’s it, I’ll join seven different programs. Now I’ll have one program for every day of the week.
I’ll do program #1 on Sundays. All the new prospects I meet on Sunday should join program #1. Of course if the  prospect is more suited to program #4’s product line, then I’ll sign my new Sunday prospect into Thursday’s program #4. That would mean I should reciprocate by spending some time on Thursday’s program #4 cross-promoting into Sunday’s program #1 to make up the difference. But then again, if my Sunday prospect in program #4 were to
come across a prospect that would be more suited for program #6, which I work on Tuesdays, well, I would have to sign up my Sunday program #4’s prospect in the Tuesday program #6 so he could sign up his new prospect. If my Sunday prospect is to duplicate my efforts, then he’ll have to sign up in all seven programs. If all seven programs don’t
suit him, maybe he should sign up into 10 or 12 different programs that suit him better.

What if I have a second level distributor in program #47 who wants to sponsor his upline into a different program? Or, what if my group grows and we find out we are promoting 87 different programs? Our meetings could consist of recruiting each other into different uplines, downlines, crosslines, etc. Maybe we should have a lottery to settle this whole thing.

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