Sometimes I call this the expert step.

Now before you totally have a meltdown on this point, look at it this way.  If you know more than the person you’re talking to, you are a type of expert.  And people LOVE to talk to experts.  It gives them confidence, and will help them make the decision to move forward with you.

The main thing is that if you assume the role of an expert, people will tend to regard you as one.  The key is – as usual – your belief system.  If you have it you’re a winner; if you don’t, you’re dead meat.

Being a virtual expert will require a little work on your part; you need to know what you’re talking about.  That’s a given.  But as stated previously, it is more important that you create the impression that you know what you’re talking about.

Some people know lots about their chosen subject, but are ineffective at getting the message across.  On the other hand, someone with a modest amount of knowledge about the topic, but a superior ability to communicate, will usually win the battle.

My best advice is that you immerse yourself in your product and opportunity.  Get to know it well.  But further than this – learn about your industry and your companies’ place in it.  This will give you the confidence to converse with peoiple in an authoritive manner.

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One of the key reason why people fail in a home based business -  whether it be an MLM or networking business, a direct sales business or something else – is because of the fundamental flaw in their thinking.  They somehow think that the prospect is doing them a favor by even talking to them.

But here’s the real deal.  If you are offering something of value the opposite is true.  That’s a fact.

The key driver in this regard is to do with your intent.  When you phone someone is it your intention to offer value?  Or to put it into the words of sales trainer ace Tim Sales, do you have the intention to make the person’s life better?

What we’re looking for here is congruency between what you’re promoting and the actual needs of the prospect.  If you deviate from that basic requirement, you will be compromised.  And it will affect your self talk, which in turn will impact on your results.

So what is your intention? Is it honorable?  Do you have a positive intention when dialoging with people?  If you do, chances are your fear is minimised because  you feel good about yourself.  Think about it, and give me your comments so others can benefit too. 

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This is NOT to say that you need to be rude to people.  In fact, I always try and befriend someone on the phone. But I will not take nonsense from losers!  No way.

Although posture is more of an attitude than a technique, there are a few things you can do to make a difference.  One technique is the ‘takeaway’  Don’t let them think you need them – instead take away what you have on offer.  Say things such as:

•        Not everyone is suitable
•        I’m only looking for 2 good people this month
•        Why should I invite you to join my team?
•        I need to be sure you will be compatible with our community culture

In summary, if you have good posture on he phone you will attract people to you – like bees to a honey pot! 

See you on the next tip post!

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