Lesson 10, you are a consultant, not a salesperson. One of the most challenging things most people face in network marketing is what to say to your prospect after you show them your business. I've tried almost everything. And most of what I've tried didn't work very well. Here are just a few examples of things I've said in the past, that didn't work very well for me. So what do you think?

No thanks is a common response to the so what do you think closing technique if you actually want to call it a technique? So does this sound like something you want to do? Not really. I've heard that more than a few times in my career. This is awesome, isn't it? Or something like this product is awesome, and the business is even better, then because you don't really know what to say.

You just kind of leave it there without saying anything else. your prospect will usually say something like I'll let you know. Instead of all that, I want you to start asking questions. Become a consultant, not a salesperson. Question number one, based on what you've just seen, if you were to get started part time about how much would you need to earn per month to make this business worth your time? It's so simple.

And it's not threatening in any way. Here it is, again, based on what you've just seen, if you were to get started part time, about how much would you need to earn per month to make this business worth your time? Then you just wait for the answer. Let's say their response is something like I don't know, two or $3,000 a month. The fact is, for the most part, it really doesn't matter how much they say they want to make. At one time.

I was talking to people about making a quarter of a million dollars a year or more, because I was making that kind of money. And I thought and I was wrong, but I thought everybody would want to make a few hundred thousand dollars a year but the truth is some of the people While I was talking to couldn't see themselves making that kind of money, so they said no, in the beginning of my career when I hadn't made any money at all, I was talking to people about making a few hundred dollars a month, there were probably some people I talked to at that time that thought, well, this isn't gonna be worth my time. This is really important. Let them tell you what they want. Now, you might say something, it's too low. Or you might say something that's too high.

Either way you lose. Let them tell you what they want. For our example, let's say their answer is $3,000 a month. Let's move on then to question number two, about how many hours per week do you think you could dedicate to building this business? So you could make that $3,000 a month? Here's question two, again, about how many hours per week do you think you could dedicate to building this business so you could make $3,000 a month Then don't say anything.

This is really important. Just wait for their answer. Let's say their response is 10 hours a week, then you ask question number three, about how many months Would you be willing to work those 10 hours a week, in order to develop a passive residual income of $3,000 a month. All you did was plug in the number of hours they said they were willing to commit to, and the amount of money they said they wanted. It's pretty simple. Question three, again, about how many months Would you be willing to work those 10 hours a week, in order to develop a passive residual income of $3,000 a month?

Let's say that response is nine months. And let's say that is a reasonable answer for your business that it could actually be done. If their timeframe is reasonable for your business, then you simply move on to question number four. Question four is really simple. If I can show you how you can make 3000 a month been really coachable, working about 10 hours a week for nine months? Is there anything else you'd need to know to get started?

And once again, you just wait for the answer. Let me give you a question for one more time. If I can show you how you can make $3,000 a month being really coachable, working 10 hours a week for nine months, is there anything else you'd need to know to get started? Now as you develop confidence, you'll be amazed at how often people will be ready to get started. You can't stumble your way through the questions either. You need to deliver them with confidence.

And like anything else, that's going to take some practice, but people will say yes, when you approach them this way, you see you didn't try to convince them of anything. You simply asked good questions, they were able to, in their own mind, decide what's best for them, which really makes me laugh at myself because in the beginning I said I'd like to make a few hundred dollars a month and near the end when I Got to a quarter of a million at the end of that long process. I'm like, Hey, man, you could make a quarter million dollars a year. Doesn't that sound awesome? And it didn't work. When you let people decide what's best for them, they are able to get excited about their new business, not yours, their new business, and then they can change their life.

They painted their own picture for whatever their situation is in life. You didn't push them into believing what you wanted them to believe, based on your beliefs, or in my case, what I was making at the time, the key is they get to choose if their answer to question number three isn't reasonable. In other words, let's say they're only willing to commit two hours a week for three months, and they want to be making 10 grand a month. Believe me, you will talk to some people with very unrealistic expectations. And if you let them think that they can make that kind of money with very little effort, it's gonna come back to haunt you for a very long time. If you're a business consultant, you cannot let somebody think that that's possible.

A consultant is looking for a long term, mutually beneficial business relationship. And they're looking out for their client, you should think, act and speak like a consultant. This may not be easy for you at first, I understand that it wasn't easy for me either. But it's the right thing to do. Here's what you say, when somebody gives you something unrealistic. I gotta tell you, that's an unrealistic expectation to make 10 grand a month and a brand new business working only two hours a week for only three months.

I just don't think we can get you there. But if you're willing to change at least one of those three numbers, then we can get you there. You either have to change the 10,000 and make it lower or you have to increase the number of hours per week or you have to change that The number of months you're willing to work at this. Or maybe even you might have to change two of the three. But if you're not willing to do that, then no offense, but this probably isn't for you. If they answer question number four with a reasonable expectation, and they're ready to get started, then you need to create a game plan that they're willing to follow and help them achieve the success that they want from your business.

Don't sell, sell, sell and push, push, push. Use this for question consultant approach after your prospect to senior presentation and you will be amazed at the results.