Ever wondered why so many “golden” prospects change their minds, inexplicably? You think they’re an absolute certainty to buy from you, or join your team, then — “poof!” — they’re gone without a trace (or any kind of explanation).

Why does this happen? How? And who’s responsible?

There are all kinds of possible reasons, of course, but one that most of us overlook — or simply don’t know about (until now) — is this… the unspoken messages you send your prospects, without even being aware of them.

Regardless of the methods you use to sell or sponsor, there are FOUR essential emotional decisions that every prospect needs to make before they’re ready to buy from you or join you:

• “This is SAFE. There’s no risk to me.”
• “This is SIMPLE. Anyone could do this — even me!”*
• “I WANT to do this!“
• “WHAT do I have to DO to buy/join?”

The last two decisions are the natural result of positive responses to the first two. And the problem is that YOU won’t know about any of them until the LAST decision has been made, because they don’t want to expose themselves to any kind of abuse. Especially if they’ve been bitten before. so that’s the first you’ll hear about it — when they ask what to do next.

If you’re using slow, old, antiquated methods of prospecting, the unspoken message that your prospects will get from you (or, more accurately, from your behaviour), is “this is how I’ll have to build this business too!”

It’s the same if you use deceptive, manipulative, win-lose tactics as well.

And people wonder why they can’t succeed using these FIRST Generation methods!

What can you do about it?

Again, there are lots of ways to approach this. But if you’re looking to take your results — and the way you do business — to a whole new level of integrity, intelligence, innovation and influence, with NO guilt, NO self-contempt, NO compromise or hypocrisy and measurably LESS rejection, check out my new FOURTH Generation membership program at http://SUCCESSinNetworkMarketing.com.

John

* Before you jump up and down and claim that Kim Klaver says this is one of the Five Worst Things You Can Say to Any Prospect, let’s get something straight… re-read what I said about WHO needs to say this, and to WHOM.

These are the four emotional decisions that every PROSPECT has to make, for THEMSELVES — and they have to say it to THEMSELVES.

Kim’s right. For you to try persuading the prospect by YOU telling them these decisions is like trying to steer your car using the horn.

DUMB! And totally self-defeating. (Even DUMBER!)

Author Profile  Consults to managements of direct selling companies, small business and home business owners. Writes regular columns and feature articles for various business media, online and offline. Author of several best-selling business books. Presents seminars and workshops, webinars and other training programs. Creator of Fourth Generation Thinking, Selling, Business Systems. Read more from this author

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