Tim Sales delves further into the topic of how to ensure that your prospect is interested in your presentation. Apply this know-how to your MLM business and see your results increase immediately!
First, let’s review the basic steps to getting good at presenting your MLM business. They are:
1. KNOW there are no born presenters or speakers, only those who have refined their skills.
2. Identify the skills to get good at.
3. Identify when you do one of those things correctly versus when you don’t do it correctly.
4. Do the correct behavior continually until you don’t even have to think about it.
Many people that are new to presenting think that the quality of a presenter is based on what he or she is saying. This is true to a degree, but there are MANY other things that make up a great presenter or a great presentation. We’ve all heard the phrase, “It’s not what you say, but how you say it.” I don’t know who said that first and in what context they said it, but I have found that both, “what you say” and “how you say it” are equally important.
Every subject you take up to study has a fundamental aspect that everything else is built on. The fundamental aspect that all of presenting is built upon are the 10 Communication Qualities.
When you read the MLM training content below, make sure you’re thinking of all audiences, meaning, don’t think I’m talking about just a one-on-one or just an in-home audience or an audience of thousands; what I’m going to share with you should be applied to EVERY presentation you give.
Those who have studied Professional Inviter will be familiar with what I’m going to share, but don’t think it’s exactly the same. The 10 Communication Qualities are applied a little differently in presenting.
The very first thing you need to get good at and take notice of when you do it correctly versus when you don’t do it correctly is:
Be INTERESTED in your audience; don’t try to be INTERESTING to them.
A presenter who is truly interested in his prospect, ONLY presents things that are valuable to the prospect. Whatever is presented must be relevant to the prospect. Relevant means, “having to do with.” Having to do with what? The prospect!
You might think that the fact that your company’s compensation plan pays out 60% is valuable to the prospect. Why? Because it’s valuable to you. In fact you can’t think of anything more important than that!
Allow me to tell you a quick story related to this. I emailed out a survey in which I asked a few questions to get feedback on what content I should train on in “Professional Presenter” (to be released soon). One of the questions I asked was “Think back to the last few presentations you’ve given that were unsuccessful. What went wrong?” One of the responses was a classic example of being INTERESTING versus being INTERESTED:
“I showed her the whole picture: the industry, the company, the products, and how a person got paid, and then she said, ‘I thought this was going to be more about the products, not how you make money. I couldn’t think about selling anything that I haven’t yet tried.’”
Don’t think I showed this example to you so that you will start presenting the products more than the business, because I have seen the exact reverse situation where the emphasis was on the product, but the prospect only cared about the money. The reason I showed that to you is for you to see that the WHOLE PICTURE as the presenter described it, was NOT the whole picture for that prospect. The prospect’s whole picture was the product.
So a simple qualifying question like, “In making a decision about a business, what’s most important to you?” would have prevented this disaster. To the simple qualifying question, the prospect probably would have replied something like, “I can’t sell any product I don’t like.” Thank you! NOW you present what’s interesting to the prospect. When you present what’s interesting TO the prospect, you are proving you’re interested IN the prospect.
1. When you’re presenting one-on-one, you would only present things that are relevant to that person. So first, you present what you know they’re interested in.
Sometimes you’re presenting something that a prospect(s) has no idea about. In this case, you need to educate them enough so that they can determine what they’re interested in. This is what I call “testing a topic.”
After giving the prospect an overview of your business or product, then you can test a topic, in the form of a question, and see if they have an interest in it. If not, don’t discuss it anymore. As an example, after discussing the product you can ask, “Do the margins you can make from selling the product have any interest to you?” If they reply, “Not really,” then you DON’T discuss the compensation plan; no matter how well you know it or how much you love talking about it!
2. When presenting to more than one person, you present what is relevant to the majority of the people in the room. As an example, if you have 70 people in the room and one of those is a doctor, don’t adjust your content so your whole presentation is directed to the doctor!
How would you know what is relevant to an audience? Well, you’d ask them. Walk around before the event starts and talk to people. Obviously this doesn’t change your PowerPoint slides, but it does give you the relevant information you need to transform your “interesting” presentation into something valuable to the prospect.
I hope this brings you success,
Tim Sales
To get a very thorough understanding of the 10 Communication Qualities that you must have to cause your prospect to talk to you, listen to you and follow your suggestions, listen to the “Brilliant Communicator” CD set and do the exercises in the workbook. Both of these can be found at the MLM Tool Store on the right side of the home page at http://www.firstclassmlmtools.com
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Tim Sales helps network marketers gain the confidence and skills to be an MLM success. Learn how to become a true network marketing professional and sign up for his free MLM training newsletter and listen to free training at www.FirstClassMLMTools.com.
