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"It's not what you say that counts
— it's how you say it.."

From:
The Parador, Houston, TX
Saturday, 8:24 a.m. April 12

See Pictures of My Semi-Extravagant, Picture-Perfect Wedding

 

Dear Friend and Subscriber, Sometimes when you talk to prospects, they “get it.”  They understand you completely.  They see what you see.  And your presentation is easy. Why does this happen in some presentations and not in others? Well, it’s not what you say, it’s how you say it that counts.  Some language and viewpoints help your prospects see what you see.  And when that happens, your prospects will make the same decision that you made because they have the same facts. How do I get prospects to see what I see? Well, there is no set way that works for everyone. Some people like using “word pictures.”  (Look for more on this technique in future issues.)  Other people like using emotionally-charged language.  But in this issue, let’s talk about metaphors or comparisons. How do metaphors work?

Art Jonak with his wife Ann on the cover of The Knot Magazine (a newsstand wedding magazine) For more wedding photos - click here

A metaphor is nothing more than a story, a parable, a folk tale, or an allegory.  We simply tell our prospect a story that they can relate to . . . and then they “get it.”  

They understand the point we are trying to make.  They see our point of view.

This is easier than it sounds.  I’m sure you do it every day anyway.  Let’s do a couple of examples, okay?
 

Example #1: "I can’t take off work to come to your company’s three-day training conference."

What’s your view on this?  You know that the conference will teach your new distributor the skills to make a full-time income quickly. The conference will totally change his career.

What’s your distributor’s view on this? Your distributor will miss three days of work and he isn’t motivated to grovel and beg for time off from his boss.

Maybe this little story will help your distributor see the importance of the conference and convince him that he could take the time off from his job.

“Let’s say that I am holding two pre-paid tickets to Hawaii.  One is for you, the other is for your spouse.  The catch about these tickets is that they are only good for one date, next Monday.  You’d have to leave on Monday to take advantage of these free tickets.

Would you find a way to go?  Could you convince your boss that you should leave for three days to Hawaii?

Of course you would! You’d find a way to go. You would make the effort for a three-day 'sunburn and pineapple diet' holiday.

But yet you won’t make the same effort to attend the three-day training conference that will teach you how to make thousands of extra dollars a month.  And if you attended this conference, you would learn to make enough money to quit that job and visit Hawaii every month!”

Now, if your distributor still doesn’t see your point of view after that story, well . . . maybe this distributor just isn’t ready at this time to learn how to make the big money in your program.
 

Example #2: "I can’t afford to purchase $100 a month  in products to build my business."

This gets easier.  Just tell the following short story to your prospect.

“A young couple, John and Mary, went out to dinner about three times a month. This little luxury cost them about $100 a month. After a few years of this luxury, John and Mary became fat.

Another young couple, Ted and Alice, invested $100 a month into their part-time business. After a few years they quit their full-time jobs and retired to travel the world.”

See, it’s easy. You can be short and to the point, or you can have a longer story that helps your prospect get more emotionally involved.

Simply remember this.  It’s not what you say that counts – it’s how you say it.

In my next issue, I'll even show you a metaphor for the often controversial statement, "Never join a ground floor opportunity."  You'll love it — but you'll only get it if you're a subscriber!

Can you imagine what your life could look like if you and your team applied just some of my sponsoring tips? It might look something like my lifestyle photos!

Until next issue, happy prospecting! Art Jonak CEO, MLMPlayers.com P.S. Here's a bonus tip: Network with top network marketers from every part of the world at the next Mastermind Event or Power Marketing Workshop. Or hang out with leaders like Richard Brooke for a week on the Annual Network Marketing Cruise! You have to take a vacation anyway, so why not learn a great idea or two that will make you thousands of extra dollars next year? Click here to see photos from the cruise.		Mastermind Event The first four sold out..  Don't miss the next one! Photo Gallery See Art Jonak build his biz and enjoy the rewards! Online Catalog Browse through our money making product line. MLM Cruise 2006 You're invited on the 16th annual MLM cruise! Who is Art Jonak? Contact and learn more about Art Jonak. Free Mini-Courses Sign up for one of Art's free online e-courses.
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