Prospecting
www.attractionmarketingdoctor.com Who is the Master Prospector? How do I become a Master Prospector? Every person who deserves to be a leader in Network Marketing has got to find the answers to these questions. Prospecting is the Heart and Soul of Recruiting people into your business, but it goes beyond simply recruiting. The Master Prospector also understands that by asking the right questions AND more importantly, LISTENING to what the prospect means (not just what he or she says) is the big difference between their success in building and everyone else. The difference between the best prospectors and everyone else is that Master Prospectors sort. They do not sell. You may have heard this before but have you really HEARD it and internalized it. Here’s the difference between sorting and selling. Sales people tend to place their energy into persuading, converting and manipulating people and spend all of their time in closing mode. The efficient prospector who sorts through people acts differently. They spend more than 80% of their time listening. They listen for clues and signs that will differentiate a good prospect from the rest. They listen for How questions not Why questions. The remaining 20% of the time is spent asking qualifying questions. The key to this formula is that you really need to understand what a person means, not simply what they say. One also has to understand that this is a numbers game. If you are simply sorting through people and you understand that …
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