Say the RIGHT THING to every prospect
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Get them to say "YES"!
Do your prospects say... "NO"?
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Great Questions Answered:

Do You Present Business, Products or Both?

Duane sent in this question:

"I had a chance to review Brilliant Compensation again and found the reference where Tim is talking about ‘How Sales Volume Moves' using three gears to illustrate (Exploratory, Wholesale Consumption, and Retail). Under retail, he states "Also, another way I retail products is I show someone the business and the products and that person may say to me 'I'm not interested in the business right now but I am interested in the product(s).' Clearly Brilliant Compensation predates Professional Inviter where Tim states that you present either the business or the product but not both. So I'm curious as to why the change?"

Thanks for asking this question Duane it gives me a chance to clarify this important issue.

As a rule when explaining the business I do not go into detail about the product. However, on occasion it's somewhat impossible to explain the business to some people without explaining the product to them. Meaning, some people are "product" people that believe that nothing else matters other than the product. This would be contrasted to someone who believes that the most important thing in selecting a business is that the company is going to stay in business long term or the product is in front of large trends, etc.

I found when selling skin care in particular, the comment, "If I like it, then I can sell it" came up. Therefore the prospect needed to try the products and like (love) them before they would feel right about joining the business. Some of those ended up being customers but not doing the business. So I have gotten some customers this way not a lot but some.

In weight management, I've heard similar comments like, "if I get results, then I can sell it."

In these cases, during the explanation of how to achieve their needs/wants/don't-wants, if one of these types of comments are made go ahead and explain the product but do so without using big words or slang words the prospect doesn't understand. And, I prefer to keep the specifics of the product out of the explanation and only explain the general product category.

In summary:

1. Greet prospect
2. Qualify find out what they need/want or don't want.
3. Invite them to look at something that will help them achieve step 2.
4. Handle any questions or objections
5. Close to action
6. Follow up/follow through. In the follow through step if they say something like, "I have to believe in the product..." Reply, "I respect that! So let's get you some products to try."

If they don't say something like that, you should suggest it. That's what leads you to getting them the product.

In Professional Inviter, when I say, "present either the business or the product but not both," what I mean there is, when trying to get a customer don't explain the product and then say, "…you can make money doing this." I've seen this kill the product sale because you've now introduced a LARGE thing for them to decide THAT THEY NEVER ASKED FOR! When you were first doing the Inviting Formula (six steps above) and they stated they wanted to; "have better skin," or "lose fat," that has nothing to do with making money then you shouldn't bring it up. But, if while doing the Inviting Formula they say, "I want to make more money" and during the discussion they say, "I have to believe in the product", then you help them get the product.

I hope this is helpful to you,

Tim Sales

About the Author:
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 at www.professionalinviter.com.

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