Clarify, Qualify, Create Expectation

The distributor is giving much more information than they are receiving. This sometimes causes the prospect to shut down, there is only so much information they can handle.

There are really 2 kinds of information that are used in a presentation. First is the stuff the presenter wants to tell, second the stuff the listener would like to hear.

All too often we are so eager to answer the question because in fact we actually know the answer so... We give the answer without any basis.

You need to really get some Clarification from your prospect, and you can do that by stating... I want to make sure I give you as close to the right answer as I can based on what is most valuable to you.

So this kind of gives you an idea of the level of understanding you can get if you begin to use these simple words to help you bring more value to your prospects.

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