October 23, 2005

The Hottest Prospecting Phone Tips

The Hottest Prospecting
Phone Tips

Be Up-beat!
Here's a truly excellent article from my friend Tim Sales of MLMBrilliance and Professional Inviter...

The Hottest Prospecting Phone Tips

The first of the 13 hottest prospecting phone tips I can give you is to be up-beat :-)
Now, what does that mean? The word upbeat means to be full of optimism or cheerfulness.

As a phone tip, your actions, the tone of your voice, what you talk about and how you respond to your prospect's questions and comments should be full of optimism and/or cheerfulness.

Why would you want to be cheerful and optimistic to your prospect? Why not be the opposite – negative and sad? Because people (your prospect) enjoy talking with, being around and working with people (you) who are cheerful and optimistic.

Now, let me warn you about a common mistake. DON'T BE TOO FULL OF OPTIMISM AND CHEERFULNESS. Before I explain this…please know that I didn't make this rule, I only observed that it's there! Around me and when you call into the office, I urge you to be as happy as you can be!

But if you're considerably more cheerful and optimistic than the person you're talking to, you are at a different level than they are and this will make communication more difficult.

Imagine that you just won the lottery and you are jumping up and down and screaming with cheerfulness. You're standing next to someone who just got fired from their job. The two of you are very different in your mood. You will just annoy this unemployed person. So what's the “right” amount of cheerfulness – for any prospect?

Optimally, use slightly more optimism and cheerfulness than the prospect is showing you.

How would you know if you're being too optimistic or cheerful? As always you must observe the person you're talking to. Remember, you're interested in him or her and the reaction they're having about you.

If you're someone who's been following my newsletters over the past year, this may sound a lot like Communication Quality #Four - Use the right amount of assertiveness. But it also looks a bit like, #Six - Ensure your body doesn't distract the prospect and #Nine - Communicate at the prospect's level of understanding. The truth is that there are many communication qualities this prospecting tip is similar to because it is part of the basic underlying issue when you talk to prospects.

Join me on October 19 and I'll discuss how you can be up-beat – even when you don't feel like it! I'll also discuss how to tell if you're being too upbeat… or not upbeat enough.

In addition, I'm going to answer a lot of questions and “cries for help” from people who have written or called into the office and asked – I have quite a backlog.

I am so grateful to you for submitting your questions to me. I do wish I could answer them directly back to you – but that would be cheating everyone else out of learning the answer. It would also take every minute of every day just to respond. :-) So I'm going to answer many of the top questions people have about the industry and how to succeed at it. Please join me at MLMBrilliance.

About Tim Sales: In 1989, near the end of an 11-year tour with the US Navy Underwater Bomb Squad Team, Tim answered an ad in the Washington Post newspaper that led him to his first and only network marketing company. Five years later his network marketing income rose to over $150,000 per month with over 56,000 people in his organization. His most noted contribution to the Network Marketing Industry is the Brilliant Compensation presentation. In addition, Tim is a teacher at the university-affiliated Network Marketing Certificate Seminar sponsored by the University of Illinois at Chicago . To learn more about Tim, visit his MLMBrilliance website.