http://www.attractionmarketingdoctor.com/archived-articles/prospector/
Who is the Master Prospector? How do I become a Master Prospector?
Every person who deserves to be a leader in Network Marketing has got to find the answers to these questions. Prospecting is the Heart and Soul of Recruiting people into your business, but it goes beyond simply recruiting. The Master Prospector also understands that by asking the right questions AND more importantly, LISTENING to what the prospect means (not just what he or she says) is the big difference between their success in building and everyone else.
The difference between the best prospectors and everyone else is that Master Prospectors sort. They do not sell. You may have heard this before but have you really HEARD it and internalized it.
Here's the difference between sorting and selling.
Sales people tend to place their energy into persuading, converting and manipulating people and spend all of their time in closing mode.
The efficient prospector who sorts through people acts differently. They spend more than 80% of their time listening. They listen for clues and signs that will differentiate a good prospect from the rest. They listen for How questions not Why questions. The remaining 20% of the time is spent asking qualifying questions. The key to this formula is that you really need to understand what a person means, not simply what they say.
One also has to understand that this is a numbers game. If you are simply sorting through people and you understand that 1 out of 10 people you talk to will sign up in your business, than the number a people you sign up is completely up to you. If your number is 6 out of 10 then the number of people you sign up is completely up to you.
Very few people will ever talk to enough people in order to:
1) get good at the process
2) sign enough people into their opportunity before they quit.
The vast majority of people will have so much fear of rejection that they will never have enough numbers to get their business rolling. The next step for these people is to blame everyone and everything except themselves. This is a process that every successful Network Marketer has gone through. The people sitting in the front row at your National Meetings, have heard no more times than anyone else.
The bottom line is that you need to be efficient and effective in your prospecting. You need to learn how to collect a decision and move on. It is also very important to become emotionally detached from the outcome.
I will show the exact same emotional response for the guy that says, "I'm telling you, I am going to get to the top of this company faster than anyone else." as for the guy that says, "This is one of those pyramids. I can't believe you are doing one of those."
You need to learn that nothing is personal.
In order to have success in this process and build your business, you not only need to become good at prospecting, you also need a system for generating quality leads. Once you have a system that generates more leads than you have time, you are on your way, provided that you learn the techniques of prospecting.
Here are some strategies to keep in mind:
1) Invest into your self
2) Take a daily inventory . "What did I do today that moved me closer to my goals or further from my goals?"
3) Learn from the Process. Take time to live in the now and fully engage in the process in order to get better.
4) Develop Great Habits that create Results and do them everyday. You need to refine those habits to maximize results
5) Constantly ask yourself "How do I turn time into Money?"
6) Dissect out your Plan for Achieving the Goals that you Set!! ( you can't just think big, you have to act big also)
7) Maximize your Lead Generation System and Work the Numbers.
8) Spend the Vast Majority of your Time on Revenue Producing activities.
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The "How Important is it?" Prospecting Techniqueby bernoff1,566 views
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