 Here's another great issue of
Art Jonak's . . .
One Minute Sponsoring Tips for Network Marketers
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"Don't Sell Features. Don't Sell Benefits."
From:
Houston, TX
Compaq Center, 11th row, center.
(As Michael Jordan crushes the home team)
Thursday, 9:34 p.m. .m.
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Dear Friend and Subscriber,
Today you'll learn a simple technique to get your
prospect's full and undivided attention. To use this technique you'll
need to know the difference between a feature and a benefit.
So, here's the ten-second summary:
Benefits: What the prospect will get
by joining your business or buying your product.
Features: Your company's 27-year
history, all seventeen levels of the compensation plan, how and
where the product is made, how great your upline four-star emerald
platinum executive is and how great the prospect isn't, and anything
else in your presentation that has nothing to do with what's in it
for the prospect.
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Developing residual income Texas style! |
If a distributor speaks to their prospect using
benefits instead of features the prospect is more likely to join their
business or buy their product.
But that's not good enough.
Let's take it one step further. When presenting your
business or product, don't sell features and don't sell benefits.
Instead, base your sales presentation on your
prospect's most pressing problem. Then you'll have your prospect's
undivided attention. For example:
If you talk about the weekly bonus checks, that's a
feature.
If you talk about the benefits of weekly checks (not
waiting until the end of the month, getting your earnings quicker, instant
gratification for work performed, etc.) - you're doing better, but it still
won't rivet your prospect's attention.
Try talking about your prospect's most pressing
problem.
For example, you might say:
"Next Tuesday your mortgage payment is due. That
could eat up most of your paycheck. Wouldn't it be nice to get a check from
our company that would pay the mortgage payment for you? Then you'd have
your entire paycheck to use however you like."
See the difference?
Your prospect is constantly thinking about his
problems - not your benefits.
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!
Subscribers as of this issue: 21,887. Only 78,113 to go.
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