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hi Tim sales here in this video I'm going to be talking about a prospect call that I just had two days ago where the prospect had concerns about network marketing and so what you're going to learn from this video is is that how I organize and do prospecting calls and what you'll also learn is how I handle specific objections as well as how do I use the awareness level of the Prospect and the sophistication level of the prospect to communicate at the prospects level and so let's jump right into this okay so the first three things that I always do with the prospecting call is I want to know what is the desire the prospect has that's number one number two is how much does he or she know about my product or my business or products like mine okay and so this establishes their awareness level and then number three is how many similar products have they been told about before this establishes their sophistication level all right you'll learn more about this in here okay so this uh I'm just going to call this Prospect Bob all right he was a referral from uh another person that is in my organization and that person was in in another country and really really busy at the time and so he asked me to give this gentleman a call all right and so I did Okay so the awareness level all right so how do you even think about this awareness level thing when all you've got is he's got concerns about network marketing all right so let's say all right so I'm going to be looking at this problem aware right here senses he has a problem doesn't know of a solution okay so what does that mean it means that this Prospect would uh have a problem that he that he's trying to solve and he doesn't know doesn't have any solutions okay so I know he's not there because if he has problems with network marketing at least he's looking okay so that moves him over into his solution aware and that means that he knows results he wants doesn't know your product all right well I didn't know for sure whether or not the person in my organization had sent him a link or something okay so if so then he would be product aware knows of the product but unsure okay so since the statement was he has concerns about network marketing I had to assume basically somewhere between these two points all right product aware and solution aware regardless he had doubts about the solution that's what it sounded like to me based on what it was therefore he is going to doubt my company because he has doubts in network marketing all right I hope that makes sense to you because now you can see how I use this awareness level scale in order to plot kind of like what's going to be my game plan on this call right so now let's move to sophistication level so the sophistication level is how many network marketing companies had he has he been in has he been in none and so therefore he's looking at it with no sophistication or is he very sophisticated and therefore he's jaded because if he's got concerns about it all right so I had to just kind of plot what I thought or what I perceived in the thing and so I put him at either a two or a three okay and so as I walk through our discussion you're going to be able to see whether I was right or wrong okay so what I want you to I want to point out here is is that I have a slight Advantage by knowing his awareness and sophistication level but I don't know for sure but at least I have a um a direction to travel in first okay all right so number one I use the inviting formula always there's never a call with anybody on any subject that I don't use the inviting formula so number one my plan is I'm going to get him talking freely to me this isn't about me talking this is about me talking enough to draw the other person to feel free to communicate with me in other words I have to become safe to this person who wants who I want to talk okay I don't want to that person to feel threatened I don't want that person to fear uh anything at all I want the person to say hey you know what this guy's really listening to me so that is what the only time I will ever use any communication on my end is to have him be comfortable in communicating to me because I want him to tell me what his real concerns are number two is the qualify step does he need want what I have in other words what is his desire what oh what what is it that um that I can serve him with so this is just one of those things where if if that person has a desire that I don't offer then there's no reason to further the discussion although I would just have a friendly call with him it's fine number three is to invite the person well he's not my Prospect and so I'm not going to invite him to anything other than the discussion that we're having and then the close to action step is I'm going to refer him back to his friend and then the follow-up would be I will message his friend as to my suggested next action and then handle any question or objection when they come up that was all I plan to do so to get him to a condition that he could be invited right because right now he's got issues with network marketing okay so here's the way the call went so he was a referral he has concerns about network marketing in the discussion I'll tell you what I asked him later so in in a couple of slides I'll I'll show you that but uh here's what he basically communicated to me I've done a couple of companies nothing stuck and by the way this is the order or sequence that he's he told these things to me network marketing does have a stigma I looked across the product line and it looks the same how is this time going to be any different than the others all right so key Point here is I did not interrupt him I want all of his concerns in other words if he's going to gush out then I want him to keep gushing until he's got nothing left to gush okay so I want him to just keep on communicating and then after he's all done I can go back and I can say Hey you know on this uh network marketing does have a stigma can you embellish on that a little bit more can you tell me a little bit more about what that stigma is you know so now I can drill down a little bit deeper to find out what stigma he's thinking you see so that's the way this greet qualify part of the conversation occurred and so I'll give you a little bit of story in terms of like how did I have the conversation in the greeting part so it was kind of like hey how did you know this person um you know because he's the one that gave me the referral and so I said how do you know this person he says oh well we back we met back at blah blah blah and we've been years for we've been friends for 15 years and you know this kind of a conversation and things and so um and then I um he asked me a couple of things about where I lived and I asked him where he lives and so we went back and forth and so we it was a really open dialogue freely communicating he was communicating I was communicating and and it was uh I call it humming the conversation was humming uh it wasn't awkward or any strain or any of that kind of stuff so that's what I want to get past in the greeting all right so then I said okay so uh so this person told me that you have concerns about network marketing and uh you know like I'm not here to try to change your mind or anything but um tell me what you got in uh and I'll share with you what I know about it you know from my perspective and so that was the way we started so um I'll just tell you that since I was in my vehicle driving I took notes mentally but whether it be you know like if I'm sitting you know like uh you know normally when I'm in this room uh this is my office I will have a notepad and you know if somebody's talking I'll just like shorthand the the person's concerns but when I'm driving then I'm going to categorize these things into certain uh buckets or containers if you will and so what I do is is that like I moved I've done a few companies and nothing stuck I moved it down category okay um I've I've created a slide to show you how I I work all of this in my head but uh but in the beginning when I was really you know fine-tuning this I would actually like put them in buckets okay so uh so all of those I just changed it and uh so what I do is I try to create you know create blocks or similar items in different categories because I can handle all of them in a category and it's much more organized for me and it's much more organized for the prospect okay so here are the blocks that I put into so number one any negativity having to do with network marketing goes into category number one anything that has to do with building the pipeline it goes into category number two number three it goes is this is the external things these are things like uh no money no time nobody to talk to those kinds of things so that is number three and then number four is things that have to do with responsibility and self-out invalidation those things I I put in a category called personal development all right so what I do is is that I handle them in the sequence that you're looking at so it's number one then number two then number three then number four why do I do that because when it's really easy for an external conversation about network marketing okay so it's not personal to the individual and then how do you build how do you do the business how do you talk to prospects what do you send them all that stuff that's exterior also all right so when we start going into the third category I call it exterior but there's there's a bit of it's closer to the prospect you have more of a chance of harming or pushing a button that you don't want to push okay so it's it's you may need to a little bit you got to be soft gentle with it but still it's getting now closer to the person right and then the personal development the responsibility of self invalidation that one is very sensitive and so I want that to be the last part of the conversation because there is an assertiveness that you kind of have to ease in on and so I would build more and more and more Rapport throughout one two and three so that I could even have the discussion with a prospect having to do with responsibility and self-invalidation okay so that's the reason I do it in this sequence and this is kind of now you can see what goes on in the uh the small brain that Tim has all right so it's just this you know quadrant where I I work this okay so the very first question that I asked Bob was what was your original reason that you tried network marketing that was the way I actually worded it so I wrote it a little bit different than what I I you know like I'm standing here now I'm back in that conversation and I can I remember you know what was your original right and so he told me exactly what it was but what I really really really wanted to know is that I gotta have his desire before I can ever start the conversation right so so when I uh when I started this presentation I told you that there's three things that you got to know the sophistication level the awareness level and their desire in reverse order you got to know their desire all right and so that's the reason this question was worded the way that I did all right so he said freedom and I said define it and he did and he walked through every single component why do I do that part number one I want to reinvigorate his original purpose of why he lights light in in uh with in past tense why he liked it um because that desire still exists right so it now we're going on on the awareness levels our sophisticated level either one it doesn't even matter in this conversation so now we're talking about he's solution aware it was a solution he really did think that it was a solution but nothing stuck it does have a stigma all of those things is is sitting in front of him but he's got this desire sitting there and so I want that number one all right so network marketing does have a stigma that's the first thing that I brought up and so how did I handle that objection I asked him who created this stigma that's what I asked him and he just sort of paused and he was like I I have no idea and I said okay so let me give it to you and so it was a Federal Trade Commission versus Amway um gosh a long time ago 30 40 years ago and and the media was hammering it uh every twist and turn in the whole thing the the media was just hammering it and so it was pyramid scheme pyramid scheme FTC is suing Amway for being a pyramid scheme a pyramid scheme a pyramid scheme pyramid all right so it's non-stop okay and so for that generation that listened to all of that it was what created the stigma so those people who were were in Amway knew that the FTC lost that they were they failed to prove that it was a pyramid scheme but yet in the eyes and the ears and the thoughts of the people it was a pyramid scheme okay so I just explained that to him and I said they don't attack us meaning the media or whomever are they don't attack us because we're bad they attack us because we're better and and then I explained to him and I said I just want you to just picture this for just a minute so why would the whomever not like us why would they want the stigma there and I said well just think about and I said I'm just going to pretend that I am a sales manager at Procter Gamble and I hire you to sell our products and let's say that you went out there and you got I don't know you walked into a 7-Eleven and thought wow man there's no reason why we can't have our toothpaste here our toothbrushes here our soaps our shampoos there's no reason we can't have them here and so you go up you meet the manager uh or the the store and then you move up to the manager and then his manager and the district manager and then pretty soon you're at the top of the chain there and so you're able to acquire all 43 000 7-Eleven stores okay so what do you get well you'll probably be able to keep your job that year and you'll probably get a bonus and you'll get your salary but you're not going to get residual income for life for the acquisition of all of those stores and that's the thing that large corporations absolutely do not want gnome and so of course they want to create a stigma around network marketing and so when I told him that he's like wow all right so he got it I could tell by his response he got it all right so then I can move on um and uh one of the other one of the other things is that uh I said uh why doesn't the media tell my story you know I in seven years I created 57 I didn't create them they created it themselves but uh but on my team 57 million million dollar earners in seven years 5401 who made a quarter of a million dollars so why don't they tell that story and so and I just left him with it and he's like this is very interesting right so he got it okay so that's how I handled that um okay so then the next one was the I looked across the product line and it all looks the same okay so I explained to him the concept of differentiation and what's differentiation how one thing is different than another thing uh so um I don't know I just got some coins here so uh so this is a silver dollar and this is a quarter and so if a person can't differentiate the two of those then they're not able to get results they're not able to understand or anything else you know if I go to my my you know six-year-old son um today he knows it but three two years ago he didn't know it it was all the same to him it was something that was silver okay that's it this isn't silver this is silver right so they can't differentiate so that basically is the intelligence about a subject so I just explained him that concept and I said all right so when you go to CVS or you go to Walmart or you go to any other store don't they have the same products and he said hmm yeah pretty much they do and I said okay so um what's different about the website that you looked at and uh and and those products and he said um he goes I can tell about the brands that it's different than what's going to be in a Walmart or something but in terms of products they look the same and I said buy what like how did they look the same Packaging you see so what I'm doing is is that I'm slowly Drilling in and saying okay so and I just took out a mechanism in one of our products um for those of you who haven't followed me a mechanism is something about a product that makes it work so I just pull out a mechanism and I said have you ever heard this story and I told him and he said no and I said I gave him another mechanism of another product and I said you ever heard that story no never and do you think that's valuable to a prospect yes definitely okay so now you get how I did it which was basically exposed to him by differentiation that you can't tell by looking at a website how the products are different and so we got through that one and so now he knows how they're different at least some of them okay so then um he said I've done a few companies so do you see how I'm now moving into the next category so now I'm moving into the to the pipeline stuff so this is the the building so he says I've done a few companies nothing's stuck all right so I said all right so nothing stuck tell me about it and so he would tell he so he he elaborated a little bit more and everything I wanted to make sure before I gave him my answer that my answer was going to fulfill and answer his question so I uh told him about the pipeline and it's not difficult for me even when I'm driving to say I just want you to picture a board and on the left hand side you draw a long line all the way down the board and on that left column there we're going to call it a lead or a prospect and so then we're going to move to the next column to the right and it's a contact and then you're going to set an appointment to see a presentation so I just walked him through that on the phone and then I said here's my numbers I said one person out of 20 that I show a presentation that means I move a lead to the contact to appointments to the presentation one out of 20 this is what happened this is me in the beginning what I would get one rep okay so it was a VHS video at the time way back in 1989 and so I would have to send 20 prospects in front of that video so I'd have to send those videos to 20 people and I never knew if they watched them or not but we got a I got I had about a one in 20 ratio okay and so it takes about 40 reps in order to find one who will actually do this Pipeline with a lot of quantity the sufficient quantity and so if he or I is not doing 20 prospects then we're not going to get a rep and if we're not doing 40 reps then we're not ever going to see it quote take off so nothing stuck was his way of saying that nobody took off and so I just said you know this is these are my numbers so so that is being less assertive to him because I don't want to invalidate him I want to more tell him just what my numbers are and if I do that twice I make 150 000 a year about okay as long as the volume is uh stays so I just explained that to him and then he he got it right so he he was able to see that from a concept basis right okay so how is this going to be any different than any others okay so now we move over into that column that is personal development all right and so here's here's the way that I handled it number one um you're going to be different that's the difference it's always going to be you it's you who builds the business or doesn't build the business and you're gonna know network marketing and when because you know the true reason of the stigma we're attacked because we're better okay and I told him about all of the comparisons that I've done in network marketing to other Industries and and so as my kind of my my follow-up or my close to action step what I did was that I I told him about this Channel and then that there is a series of comparisons to other Industries um you're going to know and do the numbers because that's the only way to Freedom okay so remember his desire freedom okay you got to bring that in on the discussion because that's the desire that's the thing that sits here it's the only thing that all of your conversation is writing on all right and so you can just picture like there's this this carrier wave of what's carrying all of this why would he even listen to all of this he wouldn't if he didn't have that freedom desire okay and so all of my communication rides on the carrier wave for him called Freedom okay all right so um just to conclude so you learned about the Greet you learned about to qualify on the invite part he's not my Prospect so I'm not going to invite him other than to say you know will you reach back to the friend okay so then the close to action was referring back to his friend the follow-up is I messed as his friend of the next action wrote a little bit about like you know like what the conversation went and then handle any questions and objections and that was all that I did okay so that concludes the inviting formula part of it okay so let's suppose that this person says yes all right and says yeah I want to do it we had the discussion and it it resolved in his mind but the only way that it's going to fully resolve is for him to shift he's got a shift he shifted viewpoints on the industry he shifted viewpoints on differentiation of products he shifted on those things but he's still got to build a business and whatever it was back then the experience that caused it not to stick was because he had taken on at least one uh or all of these character traits okay so if you've uh followed that series it's it's like putting on a jacket you put on a jacket of procrastination and you carry that and you wear that jacket and so you just delay the important stuff or you put on a jacket that says I'm going to be distracted I'm going to open up 37 tabs on in uh in my browser and I'm gonna you know and every time there's a ding on my phone I'm going to look at it and you know so they they put on this this whole beingness right and they put on the confusion thing saying you know that they're not going to prioritize they're not going to decide they're going to say I'll decide that later and I'll decide that later and pretty soon you're stuck in so many maybes in life that you're just like I can't move uh or old habits and routines and so you know I don't know what it is you know like if you know I I can't always relate this to diet you know I made a decision back in the military what I was going to eat and then I was wait a minute now huh something's got to change here so I've got a in a new time frame un make that decision that I made back in the military I need to do other things I need to you know eat good stuff so old habits is continuing to do what is giving you what you no longer want right and so then there is the playing victim a reason not to win it's the only reason a person plays that and so that's a jacket coat you put on or a hat you put on it's the invalidation of self viewing yourself as less or unable well Tim can do it oh man stop the invalidation of self right you've got to get rid of all of these traits and then move over and pick up the traits that you have to have and that is the reason that something happens or doesn't happen that's the definition of responsibility and so you know like if I put my kids in the car and we're gonna drive to school I have a job to do I've got a responsibility to have them at that school on time and I also have to have the responsibility of not getting in a wreck on the way right so it's the reason something happens or doesn't happen I have to assume that responsibility that's a good coat to put on ownership responsibility for the for all that affects your business and so if the media is attacking us we have to take ownership okay we do right so number one I I drilled down and figured out exactly why we had the stigma right and I was like man this is actually an advantage uh because most people will elbow it will say no and okay that's fine um they are welcome to be um kind of followers of the media I don't know who today would follow the media I really do not if if if they haven't revealed that they are pure puppets um to us I don't know what else you need to see right like it's just uh all the pounding of the last couple of years has just uh you know of a lie right so uh so anyway that's what I talk about when I say responsibility for all that affects your business and so way back when I first got the stigma from somebody they told me about it I was like uh I have no idea what you're talking about um I didn't even know what Amway was I thought Amway was a train because I lived in Washington DC and they had an Amtrak and I thought Amway was a train so anyway that's that was my stupidity but as I began to hear it over and over and over I said I got to dig into this I got to figure this out what really happened how did the stigma pyramid get attached to the business um and so that's why I figured it out all right so uh an ownership has uh training intent right you got to get trained so um if that person didn't know how to differentiate products then man they got to get in there and differentiate products okay if they can't differentiate our business from other businesses then they're not going to be effective in there and then the accountability get the results no matter the excuse of course you're tired of course have that as the excuse why you won right so everybody's got excuses have excuses as to why you will did it get it done and then there's commitment which is do the Reps every day no matter okay so the next one is showing up fired up to win the day and that is every day so don't show up tired don't show up uh unprofessional don't you know like in your own house right so don't show up in the wrong way so showed up show it fired up so so those are the traits that I would get this gentleman to assume and ask him to remove those all right and so that would then move right straight into pipeline training so now you guys can see the whole trail of my videos where I did an area about personal development in terms of like all right send your gold decide where you want to go all right so now you're going to have to put on these good traits and you're gonna have to get rid of these old traits because these old traits are what's giving you whatever it is that you have today and what you want to have you're going to have to have all of those traits okay okay so um I appreciate you watching this if you don't mind uh please comment and tell me what your thoughts are on this prospecting call so um specifically what'd you learn about the way that I do the call that maybe is different than the way that you do a call um and the next one is have you did you now see if you've been following all of my awareness level videos and my sophistication level videos I know they've been abstract to you I know it like um I uh I knew it when I started but there is no other way that I could seek to train it other than the fact that once they see it and they listen to it and then I attach it to an actual experience then they're gonna get it they're gonna go oh my gosh now it's very clear so marketers use the sophistication level and the awareness level and it's really good at creating marketing content and so I wanted people to know how to do that in social media posts and stuff and so I trained it but it's you can't ever go outbound on a phone call without at least thinking about their awareness levels and their sophistication level in the industry or for a product okay and so if you don't mind if you could just comment do you see the advantage of knowing awareness and sophistication levels and then also I just want to let you know that um my uh my videographer had something that he had to handle and uh this week and so I just jumped in I said you know what it's fine because I I think now is a great time for me to attach an experience to all that I've been training but I do owe you a summary video and I also owe you an answer to the question that I've kept going um all through these series which is should you sift with the same tool so I owe you an answer specifically to that so if you like this video and you want me to come continue to do videos like this please like share and And subscribe to the channel if you haven't already and then also we have a telegram channel it's called network marketing power in in nwm power at on on telegram you are welcome to just go in there and just uh click yes to uh to subscribing to it and then you'll get our updates and also you can go in and you can ask questions and uh and then I get to answer the question and everybody gets to see the answer and so you get to see everybody else's answer so it's just a way for me to you know give back to the industry and uh you know and help help you guys succeed so I appreciate you watching thanks so much