In the 1960s, before we knew how the brain made decisions, sales courses taught people to present the facts to the prospects, then present the unique features, and then finally, the benefits to the prospects.
The theory was that the more we prove our greatness to their conscious mind, somehow, magically, the prospects would make a "Yes" decision.
Now, based upon all the testing and experiments to the human mind, we laugh at our methods of the 1960s.
But did those methods work in the 1960s? Somewhat. There was no competition. Everyone was doing the same stupid thing. And people eventually had to buy something or they would starve.
However, the 1960s are not coming back.
And if you are going to continue using 1960s techniques in 2014, well, chances are that you might want to take up accounting on the side so that you can earn some extra money.
You see, it is not about our wonderful company, wonderful products, and wonderful compensation plan. In fact, the more wonderful our presentation is, the less likely prospects will join!
"Too good to be true" and "What is the catch" and skepticism grow the more wonderful we make our offer. Strange, isn't it?
See if you can feel when your skepticism kicks in as I make my presentation offer better and better. Ready?
"You can lose one pound per week on our program."
"You can lose five pounds per week on our program."
"You can lose 10 pounds easily every week with our tiny tablet."
"You can lose 15 pounds per week just by looking at our tiny tablet."
"You will quickly lose 25 pounds per week with our magic pill, and reverse your aging."
"You will lose 30 pounds instantly and become a highly-paid supermodel by touching our brochure."
Get the point?
The better we make our offer, the less likely our prospects will trust us or believe us.
*** Making your presentation even better is not how our business works.
At some point in our career we have to make a decision to stop using 1960s used-car salesmen presentations and make a decision to start learning how our business really works.
More wonderful brochures, DVDs, websites and samples mean that we are just going down the wrong road to the 1960s.
For some reading this, they won't "get it." They are doomed to repeat the same error over and over. It is not their time to start this business. For now, their business is an entertainment activity, a community of like-minded people, and this is okay. Why not enjoy life?
However, if now is your time to stop socializing and consider how to do this business for money, re-read and start thinking, "How much longer are we going to be stuck in the 1960s when the rest of the world has moved on?"
If you are tired of rejection, appointments, presentations, chasing prospects, mind-numbing phone calls, and more ... then now just might be your time to move on and leave your fact, feature, and benefit presentation behind ... and start getting "Yes" decisions.
Once you understand what tools and training you need to succeed, you too will be a finisher in everything you do. If you want to plug into these tools and training and go the extra mile, then give me a call at 575-491-4782 or send an email to mffworks@gmail.com with your name, phone number, and the best time to call.
To Your Success,
Bob Shoaf
575-491-4782 Cell Anytime
If you haven't yet downloaded the ebook, here is the link: http://BobShoaf.SuccessIn10Steps.com
No comments:
Post a Comment