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In this issue...
----------------------------------------- "The Greatest Motivation Skill In The World" (Part 1) What Motivates People? All animal life (including human life) revolves around two powerful motivators:
Every minute of every day, you and I are either trying to avoid pain (problems, frustrations and dissatisfactions) and/or seek pleasure (dreams, desires, goals and aspirations). Of the two motivators, pain is by far the greater. People will do almost anything to get out of pain. (Think of the desperate people who travel to Mexico to purchase highly questionable drugs that are illegal in their country to treat their illnesses. Think of the Cubans who risk their lives on flimsy rafts to get to America in search of a better life.) If you know the specific pain your prospects are concerned about and the pleasures they'd like to experience, and if your products and services and/or your business program can help meet those needs, the odds of them being attracted to you and your business are extremely high. (This is, of course, conditional upon your presentation not being the pushy or aggressive type.) What Motivates People To Take Immediate Action? All significant buying decisions are based on emotion. It doesn't matter whether someone buys a toy for a child or a multi-million-dollar office building, emotion plays the major role when making buying decisions. Now, think about this: The more emotional a person becomes about particular issues, the more likely he or she will take an action to address those needs. Emotion plays such a major role in buying decisions, it often leads to actions and decisions not previously considered. For example, a person who would normally never consider network marketing becomes worried about layoffs or downsizing. Insecurity sets in. All of a sudden network marketing becomes more attractive. When approaching potential prospects, your first goal should always be to uncover specific problems they may have. Once you do that, you can (through a dialogue exchange) elevate those problems to such an emotional level that your prospects are ready to look for solutions. Then, and only then, do you show them how your products, services and your business program are the solutions they need. This is the sales strategy of the most successful salespeople, business people, network marketers and corporations on earth. I call it, "Selling By Attraction." So, how do you get people to talk about their problems? That's easy. You can learn how to do it FOR FREE by going to a private web page and reading Part 2 of this article. I'll have a nice surprise for you at the end of the article. CLICK
HERE to go to Part 2 of "The Greatest Motivation Skill In
The World." ----------------------------------------------- Sales and Marketing Quiz: What is the secret to happiness? a. Making lots of money. b. Helping other people reach their goals c. Doing something difficult d. Sex (Answer at the end of this newsletter) ------------------------------------------------- FREE Training TeleClass: You can learn (for free) some simple language formulas that are so powerful, they will actually cause your prospects to sell themselves on your products and your network marketing business. This is a 55-minute teleconference program (TeleClass) that will introduce you to my 8-week "Selling By Attraction" Program. In this sample TeleClass, you will learn:
For date/time and to register for a sample training session, CLICK HERE. You will receive (by email) a confirmation message with the teleconference bridge number to call and a description of the program. ------------------------------------------------ FREE ScriptWriter™ Program If you haven't experienced the ScriptWriter™ Program that we created on "Warm Calls," you can get these customized scripts for FREE by CLICKING HERE. ------------------------------------------------ "Great Questions To Ask Your Prospects..." Here are a few more great questions from my unique "Flash Cards" Questioning System:
NOTE: If you like the above questions, you can get 276 of them. They're on handy 3X5 cards so you can take them with you on presentations. Use them to train your downline, too. The Flash Cards are satisfaction guaranteed. For more information, CLICK HERE. ------------------------------------------------- Answer to Quiz: c. "Doing something difficult." Studies have shown that people have their happiest moments when they are engaged in a complex activity (like prospecting) but only when they have the skills to match the activity. Wanna be happy while prospecting? Master the skills of prospecting with "The Recruiting Machine" Home Study Program. For information, CLICK HERE. ------------------------------------ Until the next issue... Hilton Johnson, |