The key question to ask yourself is; “Are you thinking like a prospect?

1. Make sure they like you.
2. Make sure they believe they can do it.

If you don’t do those two, nothing else matters.

Think about all this for a few moments…
You’re talking to a prospect and  You start off with talking about the company’s management experience, -> which is the least important thing to them.

Now your prospect is leaning back, eyes are glazed over, zoned-out, nodding
off. They’ve heard it all before, and/or they just don’t care.

But what if you start with the most important thing first – YOU!
Tell them a story about your experience in the business (or your upline’s experience, if you’re new).

Tell them how you work with people, and exactly what you’ll do to help them be successful. THAT is what prospects want.

Let’s try something…

1. Name some of the wealthiest people in the world.
2. Name some of the Heisman trophy winners.
3. Name some of the winners of the Miss America contest.
4. Name some of the people who have won the Nobel or Pulitzer prize.
5. Name some of the Academy Award winners for best actor.
6. Name some of the last decade’s World Series winners.

“How did you do?”

The point is, many of us do not remember the headliners of yesterday.

These are no second-rate achievers. They are the best in their fields. But the
applause dies. Awards tarnish. Achievements are forgotten. Accolades and certificates are buried with their owners.

Now, let’s try this…

Here’s another quiz. See how you do on this one:
1. Name a teacher who aided your journey through school.
2. Name a friend who helped you through a difficult time.
3. Name one person who taught you something worthwhile.
4. Think of someone who made you feel appreciated and special.
5. Think of a person you enjoy spending time with.
6. Name someone whose story has inspired you.


The big lesson:
The people who make a difference in your life are not the ones with the most
Credentials, the most money, or the most awards.

They are the ones that care about others.

Do you care about your prospects?

People join people, they don’t join companies.
“Who gave the presentation?”
From a prospect’s standpoint, this is most important.

Maybe to us it’s more important to know the company name, how long it’s been in business, who’s the founder, and so forth.
But the prospect wants to know exactly who gave the “presentation.” This is a
people business. When you care about people, they relate to that.

Tell the prospect that you don’t want them to go try to sell their friends & family.
Tell them that you will work with them personally.
Tell them you will help them get educated on this business.
Tell them you will work together with them directly, or by getting them to the help they need to become successful in their business.

Charles Stewart
firstcharlesstewart (Skype)

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