In my recent articles I have trained you how to invite. Now I want to move to the topic of presenting your business. Read this MLM training tip as I explain step by step what is the BEST way to present your business to your prospect.
As you know I’ve divided the MLM training process into three steps – Invite, Present and Train. You invite your prospect to look at something that will help them, you present your product or business to them and you train those who want to do the business… that’s Invite, Present and Train.
Over the past two years I’ve focused my MLM training on Inviting – it’s now time for me to teach you Presenting.
I’m focusing on Presenting now primarily because of a survey that I sent out asking you what objections you’re getting. Your response has told me that you’ve worked through the big barrier of getting on the phone and are now having difficulty getting prospects to join; that’s where presenting comes in.
You personally may not see your progress, but I do. You know I spend very little time the past… but please allow me to point out some things. With “Professional Inviter” you heard live how to make calls. This gave you the very important “I can do that” idea in your head. You learned that you’re not “born” with the ability to communicate – you learn it. And, you learned words that describe different sections of inviting.
This is perhaps more important than you know and it’s worth the space in this article to explain it fully.
You see, every subject has “components” that make up that subject. (A component is a part which combines with other parts to form something bigger.) If you know all the components – you KNOW that subject. Take the very simple subject of a pencil. The components are lead, wood and eraser. Now, you could break each of those components into “sub-components.” The lead has different levels of hardness and shades, the wood has different colors and shapes and the erasers come in different textures.
The point I’m making is that we’ve taken a an MLM training subject, Inviting, and broken it down into its components (Ten Communication Qualities and six-step Inviting Formula) so that we can now IDENTIFY which part of Inviting we’re good at and which parts we need to work on. We never had that before. Two years ago, either a person was good at it… or they weren’t.
When a person doesn’t know the components that make up their subject, they are going to have big problems trying to diagnose problems. All they know is “inviting”, for instance and if it’s not going well, this normally results in a feeling of “I can’t do it.”
Ultimately where are we headed? Training. You’re paid in this industry for being great at training – not recruiting and not presenting. If I have 100,000 people in my downline and I personally brought in 1000 of them (I didn’t by the way, but just to make the math simple, let’s say I brought in 1000), that means that I brought in 1% of my downline. Are you starting to get the impact of what good MLM training means, versus good recruiting?
Now let me go back to subjects, components and sub-components. If you can’t IDENTIFY the exact component or sub-component where a person needs help, you will have big problems helping people and your only advice will be “just find more people” or “just do the numbers.” But, knowing your subject and the components that make up the subject gives you the ability to drill down and find the exact thing that needs fixing and help YOURSELF and help others.
What’s the difference between a mechanic and someone who knows very little about cars? The person who knows little will make a statement like, “It won’t start.” A mechanic (who knows his components) will immediately know WHY it won’t start – and therefore can fix it.
I’m explaining this to you because I was recently interviewed and the gentleman who interviewed me called me a “systems” guy. And he labeled himself an “artist.” It was said in a way to show the differences between the two of us. But you know…I’ve never met a painter who didn’t know the components of RGB (red, green and blue) colors. I’ve never met a musician who couldn’t tell the difference between a C and G note. How does a music teacher teach music anyway? By teaching the components that make up music! Someone (long ago) had to IDENTIFY and label each note before it could be taught to others.
So, please do not resist learning something because you’ve categorized yourself as a NON-systems person!
There is no other way to teach you than to break things into components and sub-components so you can see what makes up a good inviter, a good presenter and a good trainer. Once you know all the components, it’s like knowing all the keys on the piano. You can play any tune.
So the first thing you would need to understand about Presenting is that once you know your components – you can do anything – as long as you know all the components and how they relate to each other. Never would I suppress someone’s freedom to be fun, exciting, riveting and just all out funky… as long as they don’t leave out some vital component.
As an example, when presenting, you can be wild on the stage – as long as you always keep in the Communication Quality/component of staying interested in your prospect. As long as you do that – you can be wild. But violate that and you’ll be viewed as a nut or at best arrogant.
Simply follow this MLM training tip – and the many more to come – and in no time you will become more comfortable and effective with your presenting skills.