How To Present One-on-One
First let me restate the rule I gave you last month:
UNTIL YOU CAN EFFECTIVELY PRESENT YOU ONLY USE THE INVITING FORMULA.
Below is an image that shows you the structure of a one-on-one. On the left hand side of the image is the Presenting Formula. Within the Present step (for a one-on-one) is the structure of what you discuss or explain to your prospect.
So you would do the Greet step, the Qualify step and then do the Present step. Within the Present step you:
- Give the global overview of what you’re talking about and how your prospect fits into that overview.
- You then make your main point. Your main point is the direction your entire presentation is taking.
- Next you would educate your prospect on topics or subjects that your prospect needs to understand in order to understand what you will be explaining.
- Then, you make your first point. The difference between a “main point” and a “point” is your main point is the direction you’re heading and a point would be ONE item that supports that main point.
- After you make your point, you then support that point. You’re only one person; prove you’re not the only person that supports this point.
- Next you confirm with your prospect that they understand and agree with the point you made.
- You then make your next points following the same procedure of supporting the point and confirming that point with your prospect until you’ve made all your points.
- After all your points have been made, you conclude (or summarize) all the points that prove your main point.
- Finally, you make what you’ve presented simple and offer the solution. This would merge you right into the remainder of the Presenting Formula at the Close to Action step.
Below is an image of how to present to groups of people. I included this image so you can see that the only thing that is different is that you don’t confirm agreement on each point like you do in a one-on-one.
Please send me any questions or comments this explanation has created for you. I highly recommend you be on the up coming conference call Wednesday, April 23rd, as this is one of those critical issues that you have to understand in order to be effective at presenting.
I will be going into each of the 9 steps so you understand what to do at each step.
Elated to help you,
Tim Sales
P.S. There is nothing more important to your success than knowing the Inviting Formula, as it comes before Presenting. If you want to increase your sponsoring rate by 70%, get Professional Inviter and join others like you that have become expert at Inviting.
April 22nd, 2008 at 9:44 am
Hi,
I’m excited for the call on presenting. Thank you so much!
I’ve gotten fairly good at inviting cold prospects to meet for a 1-1 presentation. When we meet, I ask them a lot of questions about themselves and get some great feedback about the information, but am having some challenges getting them to take action and sign up. They don’t say no, but give some form of an objection and push it off until later. I’m not sure if they are really interested or just saying it so they don’t hurt my feelings. Do you have any suggestions about getting them to take action?
Thanks,
Kelly
April 22nd, 2008 at 10:45 am
Hi Tim:
My supplement business and am not getting good results presenting the products, getting people to buy and when they do keeping them
On the product – it would be helpful to me and I’m sure many others who follow you to get some help on the best way to present the products, get them to buy and
what to do to keep them on the products – we all have our company presentations but they don’t seem to work for me.
Thanks.
Richard
April 22nd, 2008 at 10:46 am
hello Tim, I have been going door to door talking to people and walking them through the vitamin brochure as per your suggestion and I have been having great results with it. I have been out one day a week for two weeks in a row and got two new customers who ordered products, one wants to rep the products and I am following p wit several. However in most cases I am stalling at getting the sale. After I confirm their understanding of the information, I would ask,
“Is it possible to earn your business today? To which they usually get, I still have lots left, let me read through the info again, etc.
Tim, do you have any other suggestions as to how to ask for the sale? On professional inviter, I heard you say that in four months you were able to replace your job income, how can I effectively close the sale to reach my gaols in four months?
I will do what ever you suggest.
Kind regards
Reynold.
April 22nd, 2008 at 10:47 am
Tim, I think I do a pretty good job following the inviting formula, But I am stalling at the close, as it relates to them signing up or as you say “moving forward in learning more”. I either can’t get them on the phone again, can’t get them around their wall. Heeeeeeellllllllp.
Thanks Tim.
Kind regards
Reynold.
April 22nd, 2008 at 10:48 am
Hi Tim,
For the upcoming teleclass on 4/23 on Presenting, would you please give examples of what you would say in presenting for a particular Co like a nutritional supplement Co?
Thanks,
Alice
April 22nd, 2008 at 10:50 am
Hi Tim,
I just joined your mailing list a week or two ago. The information is great! I realize that a presenter wouldn’t have the time to confirm every point, but wouldn’t the presenter want to do something along the lines of a yes/no question to get a head nod from the group or a show of hands?
Thanks,
Stephen
April 22nd, 2008 at 10:53 am
Hi, I have enjoyed your emails. They are very informative. My question is how do I make $ on the internet in MLM or health or whatever when I do not have the skills to run a business. I feel like I need someone to kinda take me by the hand and show me what to do. For someone like me a stay-at-home, homeschool mom, I have no skills for business. Sure I have personal skills, but how can I transfer my knowledge then get new skills to learn how to run a business then to become successful. It’s not just signing up there is a lot to it. I don’t understand the path nor the steps to get there. I guess I am a wanna be. Could you send some encouraging words.
Thanks for listening Tim.
Blessings,
Linda Wheeler
April 22nd, 2008 at 10:54 am
Hi Tim,
Thanks for all your work. I have been through all your material so far and I am always recommending it to all our people.
My question is on where to present?
I have been in the direct sales industry most of my life and going to someone’s home and presenting at the kitchen table is not a problem but in MLM it comes across as salesie. If I really have such a great opportunity they should come to me, no different if they where applying for a top position in my company. Some distributors either don’t want to have prospects come to their home or do not feel they have a good enough home, etc. So the next option is a neutral location, like a coffee shop. What are your thoughts?
Many Thanks
Bob
Sydney, Australia
April 22nd, 2008 at 11:26 am
how can I get prospects to my website with litte on know
April 22nd, 2008 at 11:36 am
Hi Tim,
I’m very excited about this training, so thank-you, thank-you!!
My questions are:
1) The 1st two steps of the Presenting Formula are “Greet” and “Qualify”, just as they are in the Inviting Formula. I understand the importance of greeting again, but are you saying we should RE-qualify the prospect? If yes, is it a matter of reconfirming what they said they need, want or don’t want during the inviting step?
2) Can or should you have more than two points supporting the main point?
If yes, what’s the maximum number of supportive points you recommend?
Thanks!
April 22nd, 2008 at 11:45 am
The way is there..
i think we need only more discipline and dedication.
if we can get a link to follow online it will be perfect.
you could also consider making online versions of all that good stuff. It’ll become more affordable and delivery will be immediate “ebooks” “online videos” and “pdf”.
Thks
April 22nd, 2008 at 12:01 pm
I’m not sure my reply went through, so:
I’m having a bit of trouble with the final 2 steps “Close to Action” and “Follow up”. After I’ve presented to my prospects they say, “That’s very interesting. I have to think about it. I’ll get back to you.” When they don’t get back (people’s lives are busy with their own “bugs”) — what’s the best approach? What is the best thing to say in the follow up phone call? Thanks. Lynette, Sugar Land, Texas
April 22nd, 2008 at 1:56 pm
Hi Tim,
It’ll soon be my 1st anniversary with MLM. Got only a downline and a couple from my sponsors, all gone now for reasons onw way or another. Leaving behind now are a few domestic and overseas customers who never even mentioned about doing the business. They like the products and can afford them as well.
Interesting enough, I never had a chance of doing a full presentation on the products or the business. People’s response are all varied and I needed to apply different approaches for different prospects. Well, hats off to you Tim with your systemizing and highlighting the concepts in your PI dealing with MLM. Drilling too deep only gets me dizzy and stressed.
Not that I don’t appreciate looking at the process in details, I really don’t like it to wide fetching. My experience so far is that the more I tweak my approach, the more I find myself vulnerable to objections and ‘arguments’.
Make them all “fast rules” as the 9 steps you already made plain for any marketer to memorize and put them in action with ease. Let them focus more on building the relationship and trust and spend more effort of how to create interest from the propective on the products and the business is what I think more than enough. Prospects should come to us if these are met and they become interested. Your comments if you please.
Wish you a lot of fun in coming teleclass. Cheers!
April 22nd, 2008 at 3:11 pm
I would love some pointers on how to make a presentation conversational. Most of the time, I feel like my guest is sitting and watching while I go through the presentation. I know I need to ask questions that engage them and cause them to be a paraticipant in the process rather than just an audience, but I don’t know what kinds of questions to ask to get more than a yes/no response.
Last month, you answered a question about how to tie a product to the current trends. Your example was to ask the guest if they ever felt a little guilty eating at McDonald’s, and then tie their affirmative answer to the fact that they have already experienced the trend in health and wellness. That was wonderful! Specific examples like that are really helpful. Having said that, I understand there are many companies represented on the call and you can’t possibly address every product line, but any pointers you could give with specific suggestions on how to draw guests into the conversation would be appreciated.
April 22nd, 2008 at 3:31 pm
Hi Tim,
I got stated in the MLM business in Canada four months ago. I introduced my business to people I come in contact, invited friends to my home and gave presentations. My upline presented at my home and at my sister’s home. I also attended several other presentations. I sponsored one lady in the first month but she cancelled soon after stating that this was a PYRAMID. She was hurt before and did not want to be hurt again. This has not stopped me from wanting to be successful at this business. After several weeks, I decided to purchase your Professional Inviter CD Set and Brilliand Compensation DVD yesterday. I am still “ONE”. THE ONLY WAY FOR ME TO GO IS UP. I look forward to your trainig call. Confident.
April 22nd, 2008 at 4:34 pm
Hello I have been in this business for four months and have learn one thing about myself I can not speak in front of large crowds HELP!
April 22nd, 2008 at 5:27 pm
Hi Tim,
I won’t be able to join yu on wednesday night becasue I will be at the support class from last Monday night’s class on BQQ. Can you give us a quick summary/review at next Monday night’s class??
April 22nd, 2008 at 8:47 pm
Tim:
I just joined your mailing list a week o two weeks ago, and as I undestand you already gave a traning like tomorrow´s on Inviting, my question is how can I have the information about that training?
Thank you very much I am so excited about tomorrow´s training, I have the greatest expectations about your website and how it will help to be succesfull on my first MLM business.
April 22nd, 2008 at 10:01 pm
Tim,
I love what you do to help us.I have questioned my sponsor many times saying there has to be a better way. Finally I have found you. I am so glad to hear your phone fear script.
Tim,
How long should a presentation be? If there eyes start to roll should we cut our presentation down and close. Then give propect follow up.
Thank you.
April 22nd, 2008 at 10:46 pm
I’m fairly new to network marketing and have quickly discovered I have little support from those above me, so I know I have to learn how to present pretty quickly. The question I have is would it be best for me to present to friends close to me or would having them listen to a 1 hr presentation by someone who is 8 levels above me be better? This 1 hr presentation is an MP3 and I could upload it to a voice call box where they would call in and listen to it. Would you recommend this as a method for cold calls also? How about bought leads on the internet? Your comments would be greatly appreciated.
Thanks For Everything You Provide!
Alice