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In this issue...
----------------------------------------- "How
Listening Will Make You The Ultimate Listening on a deep level can make a profound impact on a prospect or downline member. People are attracted to people who focus their attention on them. Listening is one of the most important skills a network marketer can learn. It is a prerequisite to all of the other skills used in prospecting, marketing and motivating. Unfortunately, most network marketers haven't the faintest idea of how to properly listen in a way that attracts and keeps leaders. (They're too busy making demands, expressing opinions, "telling" and making judgments.) The ultimate network marketer is a trained coach who has learned the art of listening at three different levels. In this issue, we're going to discuss the first two levels and in another issue, we'll discuss the third. Level I: Internal Listening At Level I Listening, the attention is on us instead of the other person. We listen to the words the other person is saying but our focus is on what it means to us. At Level I, the focus is on me: my thoughts, my judgements, my feelings, etc. It's the chatter that goes on inside our heads while another person is talking. The prospect is always at Level I when the network marketer is talking. That's his (her) job, to think about his own situation. However, the master networker should never be listening at Level I when prospecting. Listening with impact begins at Level II. Level II: Focused Listening In Level II Listening, the attention is on the other person. You are listening at Level II when you have lazer- focused attention; you're interested in every word; you provide a level of empathy and understanding; you clarify; you probe; you listen for values, expressions, emotions; you discover what makes the person energetic; and you notice how he (she) reacts to your responses. It's one of the big reasons people love leaders who coach by listening rather than motivating by "shoulds." Perhaps that's because deep listening is one of those rare situations where someone is totally focused on them. As a network marketing leader you will want to listen to your prospects and your sales organization at Level II. You want to be there for them without even being aware of the outside world. You want to be totally focused on what your prospects and downline members are trying to communicate without thinking about your own opinions, judgments or even your next question. (In fact, if you are thinking of your next question or what you're going to do next, that's a good indication that you're listening at Level I.) At Level II Listening, you do not want to offer solutions to your downline members' problems. Your (coaching) questions will cause them to think and draw their own conclusions which usually cause them to move into action based on what they want--not what you want. When you listen like that, you become an irresistibly attractive network marketing coach that beckons and keeps a solid sales organization. Are you listening? To learn more about the power of Listening, you might want to check out our "Leadership Coaching" Home Study Program. ----------------------------------------------- Sales and Marketing Quiz: "What is the single most important daily activity that will guarantee your network marketing success? 1. Make a single
prospecting call.
------------------------------------------------- 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. ------------------------------------------------ "Great Leadership Coaching Questions"
For more on "Leadership Coaching," CLICK HERE. ------------------------------------------------- Answer to Quiz: 1. Making a single prospecting call. Almost nothing can take the place of making prospecting calls on a daily basis even if it's only one call a day. It's the skill that must be mastered to insure success in network marketing. Don't let anyone else tell you different. Show me a person who will make a single prospecting call every day, and I'll show you true greatness. If you would like to master the art of making warm calls, cold calls, lead-generated calls, follow-up calls and cold approaches without fear or rejection, you will want to check out my highly acclaimed, "Recruiting Machine" four-hour, cassette/workbook program. Try it for 30 days risk free. If it's not the best prospecting program (in your opinion) on the market, send it back for a full refund. For more information (including free sample) and to order, CLICK HERE. ------------------------------------ Until the next issue... Hilton Johnson, |