Well to start out everyone needs to find their own form of lead generating.
You need to be able to find what your niche is going to be as well as making it happen for you.
These can be the references, fliers, different kind of fairs, health shows where ever you feel like you want to be.
You have to decide how or where you are going to generate your leads even to buy them or utilize the different avenues that we are being taught by all the systems that Barbara is giving us as well as the information that she is giving to us.
Second you need to lead your leads, simply put there are several different ways to lead your leads.
You are always looking for the close or even looking for the yeses.
What this means is you want the people to understand what you are talking about and feeling what you are talking about (remember you are an overpaid story teller).
Keep them focused on what you are saying and where you are going with this.
You really want to go through and get them in a habit of saying yes.
It will make the close go so much easier.
You will also be able to know what they are thinking.
When you are asking question make the question either yes or no questions.
If you ask open ended questions make them general questions that don't pertain to the conversation or that will help them come to the conclusion of either yes this is a good thing or no I am not interested.
Prospecting is very simple.
All you are doing when you prospect is looking for someone you feel comfortable with teaming up with to work with.
You want to surround yourself with people who want to be successful and not just are happy with where they are at.
You want people who have a desire to make it either partnered with you or want you to teach them so they can do it without you.
Prospecting is finding the people who are going to be there working the trenches with you.
Make sure they have the same destination that you have.
Stay away from people who don't have high expectations or even high visions or goals.
When you are prospecting you are qualifying the person to partner with you and take on this adventure side by side with you or else they are someone you decide that they are now going to be that person that will not work with you to get to where you want.
This is a person who is going to take time away from what you are doing to get ahead and they are going to hold you back.
You want people when you are prospecting to see the dream and want to get that dream.
This does not mean this person wont need help we all need help along the way.
But this is a person who going to build and not just sit there.
I remember when I gave in to help my brother who just wanted me to get a place in his down line so that he could build a business for me.
It was a business that I believed in but there were more negatives than there were positives at that time.
But I let him know up front you build it so i can make money at it then I will go through and start building.
Needless to say he built a great business for himself but I never saw anything from it.
I was not truly sold on the product.
Looking back at this if I would have ran across someone who said sure put me in line and maybe I will do something when the money is there I would have never put him on my team.
So when you are prospecting find the people who get excited and want to run with it.
Partner up with the best as you are the best.
Remember you attract like minded people.
You want to be successful to do that you want to surround yourself with successful people.
Overcoming objections is even harder than closing.
There are several things to keep in mind when overcoming objections.
First and foremost get to the root problem of the objection.
People use objections for 1 or 2 reasons.
One reason is that they are just not understanding what you are saying and don't see the value of it so they think they can get away by just giving you some excuse.
The other is just they don't want it.
If they don't want it that is okay you are saving yourself time and headache of telling them why they want it.
The one that just don't want it let it go.
The one who does just not understand what is being offered is a person you want to explain it to them in different words and then ask them to repeat in their own words what you just said.
Listen to how they explain it because you want them to have a full understanding of what you are saying to them.
By them having full understanding they will be able to go through and tell you yes or no.
You always want them to say yes.
For example according to my father he tells me I can sell an Eskimo a freezer in the middle of winter.
I have realized what he meant.
I have a way about me to make sure the person understands what I am telling them and they choose to either take the product or not.
Remember you want the person who is fully on board with what you are talking about and going to partner with you.
When overcoming objections remember you want them to understand what you are telling them so they feel good and confident on what you are telling them.
There are many tricks to overcoming objections the biggest one is that you want to find the true root to the objection.
One is be frank with them, "What is holding you back?" "What is your true objection to what I am saying?" "What don't you understand?" Make them tell you in their own words why this is not going to work or will work for them.
This way you can find out if this is for them or not.
No sense in putting your valuable time into something that is not going to prosper for you or them.
Closing is one of the hardest things to do.
You always want to be closing from the time you say hello until you either get the commitment to either join with your or they say no.
This is a process just as it was explained tonight.
The more questions you ask the more comfortable you are with the person the easier it is to close.
But remember don't use the word what are you "THINKING".
You only want to use the words how does this sound or what are you "FEELING".
Don't use the word thinking because then they start to analyze the information let them analyze the information after you have them sold on the idea.
Now I have done sales for years.
I have sold anything from pizzas to air a purification system, (which was an MLM) to money and furniture.
Now from experience you want the person to be understanding to what you are saying but still feeling what you are saying.
Always be looking for the "Yes" answer.
You want them to either say yes I want to start now or else this sounds like a great opportunity but I need to discuss this with my other half.
When they say that you want to follow up with them and ask when can I set up the follow up appoint to talk to your other half and show them the same material that I have shared with you today.
Get a commitment as fast as possible.
Remember people will have objections until they sign the dotted line.
That is when you know they are serious.
Once you have all the information to start up the business for them then you know they are ready to go into business with you.
That is the SUCCESS part to our business.