When Our Team Member Almost Commits

When Our Team Member Almost Commits

Team member: "I will do ANYTHING to be successful in this business."

Sponsor: "Great. Let's set some appointments for Monday night to talk to."

Team member: "Uh, Mondays are not good. That is when I watch Monday Night Football. Gives me something to talk about at work the next day."

Sponsor: "Okay, what about Tuesday night?"

Team member: "I make dinner for the family then and that takes a while. Plus, traffic is bad mid-week and I get home late."

Sponsor: "What about Wednesday?"

Team member: "That is sports night for my kids. I watch their games whenever I can."

Sponsor: *sigh* "Ugh. Well, what about Thursday night? That should work."

Team member: "Thursday is perfect. But, I listen to the company Zoom call update then, so maybe that won't work."

Sponsor: *facepalms* "Let's try to talk to people on Friday night. How does that sound to you?"

Team member: "Fridays I unwind from a stressful day at work. Plus, I need to rest up for the weekend. That is my only time off from this stressful job."

Sponsor: *sighs in disbelief* "Saturday?"

Team member: "I just told you that weekends are my rest time."

The leadership lesson our moms taught us?

"Don't believe what people say. Only observe what they do."

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­­­­­­­­­­­­­­­­­­­­­­­­­­­ Here is a 36-step system for building ... just kidding.

Feel it?

We love simple. And, so do our prospects.

Instead of overwhelming our prospects with all of our facts, features, benefits, and information, let’s make our initial presentation simple.

Then, if our prospects are interested, they will ask us for more details. They will volunteer.

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Holding Our Prospects’ Attention

Here are some great words we can say at the end of our sentences:

• “But, there is a problem.”
• “And then …”
• “What most people don’t realize …”
• “This is the key.”
• “My secret?”

These little add-on phrases will buy a bit more time of our prospects’ attention.