In today’s blog post – I want to share with you a couple of language tips that can make TONS of difference in your network marketing business, IF you decide to use these in your prospecting.
Top 2 Language Patterns To Use In Prospecting So You Can Overcome Commission Breath And Sponsor More People Into Your Business
Basically this powerful tip that I want to share with you is the number one way to overcome “Commission Breath.”
Have you ever heard the term “Commission Breath”?
I actually got that term from one of my good friends and team members, Rob Skinner, who used to own a big car dealer ship, and he said “Commission breath is basically where you need a commission so bad that your customer can smell it on your breath.
Or your prospect can smell it on your breath.” It’s one of the things that can kill a sale right?
If you think back to any sort of courting relationship you’ve been in, maybe if you can think back to high school, what was one of the things that caused the guy or the girl to run?
Well it was the other … it was the pursuant party just like pursuing, pursuing, pursuing, without … with just like relentlessness.
Typically that causes people to run.
Another principle I learned in network marketing was this idea called “Entice and take away.”
Entice and take away, where we want to like entice and take it away a little bit. Sort of like if you’re fishing and the fish sees that bait and you pull it away a little bit, it kind of makes them want whatever that bait is a little bit more, right?
That’s entice and take away, and we want to use that in sales.
Commission breath can be a killer to the whole entice and take away principle.
What I’ve found is that there is really a way to overcome that and it’s what I like to call,
“Disarming the prospect.”
Disarming the prospect, and basically you do this after you’ve taken a little time to build report.
So you’re to the point when someone knows they can trust you a little bit, because you’ve spent a little bit of time to get to know them & asking some questions.
You’re at the point in the interaction where you’re about ready to give the question..
You’re about ready to drop the bomb, you know, like “are you ready to look at my business”, right?
You’re about ready to get there, but before you do that, you want to take just a small moment and disarm that prospect.
What does it mean to disarm?
Well in sales, people have a tendency to be on the defensive, like the sales person is coming at them, like they’re going for the sale.
If you’re on the receiving end of that you kind of want to back away.
Well if you disarm the prospect or make yourself like “I am not armed and I’m not an aggressor” then that sort of like puts the prospects mind at ease, and they’re going to be a lot more open to receiving the invitation.
Disarming the prospect is the principle we’re talking about, how do you do that?
Simple Phrases For Disarming Your Prospect
I do it with some simple phrases, or I’ve done it with some simple phrases in the past and I’ll share with you what … a couple of examples.
One example is, “You know Sally, this might be kind of a long shot, but I’ve got to ask, would you by chance be open to,” and then you ask the question.
But by saying this might be kind of a long shot, you’re sort of giving the impression that you’re not expecting them to be interested, maybe they might, but you’re not expecting it.
That sort of like releases and eases the tension in the interaction.
So “this may be kind of a long shot,” that’s one way you can do it. Another would be, ” You know John, this may or may not be a fit for you, but you know, I really admire this about you so I’ve got to ask, ” and then you give the question.
This may or may not be a fit, this gives the prospect an out, so they don’t’ feel like there’s pressure one way or another.
Those are two ways, what’s another way?
I like to use the word “By chance.”
“Would you by chance be open to taking a look at a way to generating income outside of what you’re currently doing?”
When you use that word “By chance” it relieves the tension, it gives the prospect that all of your hopes and dreams are not riding on them saying yes to your offer, right?
It just makes the feeling a lot more relaxed, okay, so when you disarm your prospect, this is really the best way I can think of to overcome “Commission Breath”.
“Commission Breath,” do you like that term?
Comment down below if you think that’s a funny term, I think it hilarious.
But “disarm the prospect” – this can help you overcome commission breath, It’s really helped me a lot in my prospecting and I believe as you take these tips and apply them.
You just might find your prospects a lot more open and willing to, you know, follow the invitations that you give them.
Have you practiced disarming your prospects? Do you see how this might be able help your recruiting in the future? Please share your thoughts down below.