Listen to Tim’s recorded MLM Training Tips teleclass about how to “Be Up-Beat”, originally broadcast in October 2005.

My first prospecting phone tip is to be up-beat. :-)

Now, what does that mean? The word upbeat means to be full of optimism or cheerfulness.

As a phone tip, your actions, the tone of your voice, what you talk about and how you respond to your prospect’s questions and comments should be full of optimism and/or cheerfulness.

Why would you want to be cheerful and optimistic to your prospect? Why not be the opposite, negative and sad? Because people (your prospect) enjoy talking with, being around and working with people (you) who are cheerful and optimistic.

Now, let me warn you about a common mistake. DON’T BE TOO FULL OF OPTIMISM AND CHEERFULNESS. Before I explain this please know that I didn’t make this rule, I only observed that it’s there! Around me and when you call into the office, I urge you to be as happy as you can be!

But if you’re considerably more cheerful and optimistic than the person you’re talking to, you are at a different level than they are and this will make communication more difficult.

Imagine that you just won the lottery and you are jumping up and down and screaming with cheerfulness. You’re standing next to someone who just got fired from their job. The two of you are very different in your mood. You will just annoy this unemployed person. So what’s the right amount of cheerfulness for any prospect?

Optimally, use slightly more optimism and cheerfulness than the prospect is showing you.

How would you know if you’re being too optimistic or cheerful? As always you must observe the person you’re talking to. Remember, you’re interested in him or her and the reaction they’re having about you.

If you’ve listened to Professional Inviter or Brilliant Communicator and are familiar with the Ten Communication Qualities, this may sound a lot like Communication Quality #4: Use the right amount of assertiveness. But it also looks a bit like Communication Quality #6: Ensure your body doesn’t distract the prospect and Communication Quality #9: Communicate at the prospect’s level of understanding. The truth is that there are many communication qualities this prospecting tip is similar to because it is part of the basic underlying issue when you talk to prospects.

I’ll discuss how you can be up-beat even when you don’t feel like it! I’ll also discuss how to tell if you’re being too upbeat or not upbeat enough.

In addition, I’m going to answer a lot of questions and cries for help from people who have written or called into the office, such as:

• How do I approach people to tell them about my opportunity or my company’s products?  I’m afraid to make the initial contact.
  
• How does one develop the self-motivation and enthusiasm needed to stop procrastinating and get busy with goals and action items that produce results?
• As a leader, what are the first things, the most important things that you should do with a new distributor when they sign up in your organization? 
• There are so many different ways to approach network marketing that it can sometimes become very confusing on what we need to be doing.  What were the exact steps that you followed to be successful in network marketing?
• I’m hesitant to sell my product or talk about my business with people I know and with cold market prospects because I don’t want to come across as being ‘salesy’ or too eager to make a sale.  How can I get over this feeling? 
• When talking with a prospect, what do you say to qualify them and how do you know if they qualify?
• I’ve run out of market resources and now I don’t know where to find prospects.  Where’s the best place to find and get new prospects, and how do I prospect them?
• How do I invite someone to be a customer?

I am so grateful to you for submitting your questions to me. I do wish I could answer them directly back to you but that would be cheating everyone else out of learning the answer. It would also take every minute of every day just to respond. :-)

With heaps of admiration,

Tim Sales

Tim Sales helps network marketers gain the skills necessary to be successful in MLM. His MLM training is based on his personal success of building a downline of 56,000 people. Instantly access Tim’s free MLM training and learn the steps to achieve success at www.firstclassmlmtools.com/MLM-Training-W13.aspx

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This entry was posted on Wednesday, April 28th, 2010 at 6:43 am and is filed under All Articles, Hot Prospecting Phone Tips. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.