Alright so what the heck do I mean by posture? Is it
sitting up straight Westly? Well that has a little bit to
do with it.
What posture really means is how you come across on the
phone. Having posture is basically having control. You
are in control of the conversation at all times. And how
do you keep control of the conversation you ask? Great
question!
Well it's really simple; the one who is asking the
questions is the one in control.
Think of it like a movie where a guy is getting
interrogated by some cops.
Who is in control? Well definitely the cops because they
are asking the questions, while the innocent man is sitting
there basically being dominated.
However, don't be as questioning as a cop.
You should ask a few questions to get the prospect talking
then limit your words.
Let the prospect fill the awkward silence. Joe Schroeder
once said, "The one who speaks the most, knows the least."
This is very true when talking to a prospect.
Think about Donald Trump in the board room, is he speaking
all the time? Exactly, he sits while all the ones under him
yap yap yap.
The prospect is the one who requested info from you, they
should feel privileged to speak with you.
Posture may be more difficult for some because you have to
truly believe that you are a leader. That you will be
successful without the person on the other end of the
phone. This doesn't mean that you should be rude!! There is
a very important line between confidence and being rude.
Posture is knowing that the person on the other end has to
qualify for YOUR time not the other way around, very
important. I don't care if this person is a CEO of some
fortune 500 company, (s)he still has to qualify for your
time.
Here is a quick example of a first call with posture:
Prospect Joe: So is this another one of those MLMs or
something?
You: Well Joe that is a great question but right now isn't
the time for it. This is simply an interview and I'm
qualifying you for my time. So we can keep going with the
interview or just end it right now. Which would you prefer?
If he is a serious prospect he will say, sorry go ahead.
Now what happened there is that I kept the control of the
call on my side. This is vitally important for two
reasons. One is that it puts you into a position of a
leader, you are serious and you mean business. People
follow leaders, end of story.
Second, it also positions you as the expert on the topic.
People always seek out experts in their fields. Why do
people go to doctors when their very sick?
People don't join your business because of your product or
comp plan. They join YOU and they join because they feel
YOU could lead them to their goals.
Here are some ideas to get you in the right posture.
For one, stand up when you're on the phone. This instantly
changes your attitude. Another would be to put on some nice
clothes and shoes while prospecting. You would be amazed at
what this really does for your confidence.
Talk a little faster and a little louder. This doesn't mean
scream into the headset, just a little louder than normal.
As soon as the call starts you are taking away from the
prospect. This basically just means that you are trying to
find a reason not to sponsor them! This sounds a little
weird, but in the end it will pay dividends.
----------------------------------------------------
Westly Lager can show you how to develop a successful
internet business regardless of your prior experience. See
how by checking out his personal website at
http://myinternetbusinessreview.org and http://myabunza.org
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