INVITE,PRESENT,TRAIN PART 2

I showed her that it isn't about sales, it's about communicating,helping someone get what they need in life. This isn't sales— it's communication.

Now, she closes 82 percent of all the prospects she talks to. So much for not being a sales person!

Tim, will you speak about what you call a “ vertical selling organization”?

We’re building a different kind of organization from what people typically do. Instead of a vertical consumption organization, we build a “vertical selling organization.” We emphasize moving product to the consumer, so that you have a really solid, residual check.

Is that something you’ve done organization-wide?

No. When I first started building, I built the 80s way.

The “80s way”?

Basically, this is what was taught all the way back to the 50s and 60s. The same approach threaded its way through the industry, and you can trace its lineage a search large leader would break off and form a new network marketing company. It started with California Vitamins, which then became Amway, and then a few of those leaders broke off and created Herbalife, and more leaders broke off and created other companies— and the same basic thing ended up being taught throughout the industry... which is to build a vertical consumption organization.

If what you're teaching is to consume the products and find others to consume the products,it will typically take an organization of 5,000 people to start making some real money.


If you teach this to people with the seduction of telling them that they can make money, you really should tell them the part that they don’t usually hear—that it’s gonna take 5,000 people consuming the product for them to make anything.

This is what the 80s taught, and it built these large wholesale consumption organizations. But today I’m finding objections that tell me that we need to be more focused on vertical selling organizations instead.

And that means an emphasis on retailing the product?

Yes, but not to the point where we’re a direct sales organization. I like to teach that if I’m going to bring John into the organization, then I’m going to teach John how to actually sell products and assure that he can actually sell products.

With Nadira, we put our prospects in front of her after we had trained her, and she had to close 50 percent of those prospects before we would allow her to go and get her own prospects. That’s how confident we were in our training. Once she could close 50 percent, then she could go out and close her own customers.

Then, once she gets a certain volume through customers alone, then and only then is she allowed to sponsor someone. Because...

if she can't get a customer, when she recruits a new distributor,what's she going to train that new person to do?

And you did this with her before you sponsored her?

We sponsored her into the business and immediately started training her in how to tell people about the product.

So you with held having her bring people into the business until you were sure that she knew what she was doing and had proven results.

Right. If I bring you in and say, “Go recruit others,” what are you actually going to do with them? You’re going to ask them to invite someone else to look at the business and then have them do the same. You’ll soon have eleven levels deep of nothing but consumption!

I don’t like to teach people to sell and sell and sell; that’s in efficient in network marketing. I only want the person to go out and get enough customers so that they are effective and they don’t ever have to buy volume to hold a pin level. This way, you’re bringing them in, training them how to get customers and how to get distributors— and you’ll know how to do all those things because you’ve done them.

Is there a rule of thumb number on how many customers that takes?

That depends on the compensation plan. It all depends on where that tripwire is— the particular volume requirement that takes you to the next pay level.

Let’s say that in your program, you make 10 percent on those you personally sponsor once you get to $500 in volume; you’ll want to have enough customers so between them and your own consumption, you’re going to consistently hit that $500 figure.

One thing I admire about you Tim is that if you haven’t proven that it works in the field, again and again, you don’t do it, you don’t talk about it, and you don’t allow it. That add stremendous credibility to your work and your training.

I’ve noticed that when someone is unwilling or unable to train their downline, because they don't really know how to teach what they do, then they will often alter the system to by pass the training part.

Can you give us an example of that?

If I say, “John, write down a list of your 200 people and call them and tell them why you’re excited,” and you say, “Well, how do I do that?” And I don’t really know, because I don’t really know how I created my own success, then pretty soon I’ll just think you’re taking too much of my effort and go find someone else.

What ends up happening is that people change the system so they can by pass actually training someone.

I believe everyone has been trying to simplify, simplify,simplify, and the industry's gotten to the point where there is really no bona fide training going on.

I believe in holding a standard with training. When I created Brilliant Compensation, I actually sponsored 200 people myself using the system before I made it available to others. And the whole reason I included the live calls in my new product [Professional Inviter] is that I wanted people to hear not what you“should do,” but to hear it actually working, with real, live people, with your own ears!

I want to add that in the Professional Inviter, you don’t just have the recorded call; you also add your comments, like the director’s commentary on a DVD. You take us by the hand and point out exactly what’s going on at each step of the process.
That's because this is exactly what worked as I was building my organization.

People would want to see me in action, so I would have them come spend the day with me. I would be on the phone for a while; then I would hand the phone off to them and I would critique what they did; then I’d make a call so they could critique what I did.

Then, so they could hear both sides of the conversation, I’d let them listen on the other line, so they could hear what I did in context of where the other person was at that moment.

Then I started recording the calls, so I could play them for people and stop them and say, “Hear that? Right there was when I knew I had the qualify. Right there,when she laughed, I knew I had the greeting.” That’s why I interject on the calls and explain what I’m thinking at each step.

One call is kind of funny, because I mess up in it. This was a referral that had an objection about MLM. We went on for about 20 minutes until I had gotten her past this objection, and then I went right straight to the invite, without ever going back and accomplishing the qualify step— that is, discovering what this person wanted, needed or didn’t want.

Now, in Professional Inviter I teach that you don’t ever do that. When you get through the objection, you have to go back to the formula and pick up where you left off. So, right at that point in the call, I interject and say,

"Now I successfully got the invite— but I have to tell you, I flunk! Because, yes, she said yes,but I don't know why she even wants a business!"

Why would she do this? I don’t know! Now, when I call her back, I don’t have anything to go by!”

Which is what you did so brilliantly with Nadira.

With Nadira, when I called her back the next time after I’d had her watch Brilliant Compensation, the first thing I said was to ask if she’d watched it. She said, “Yes I did.” And I said, “Did you see a way to get your husband here?”

That’s the statement— that’s what you have to state. There’s no other reason for you to be in communication with this person other than to help them get what they want in life. That’s why you need the qualify.

Let’s go back to the greeting part and wrap that up, then let’s get into inviting it self.

Greeting is what comes first. This is not the same thing as what are typically thought of as greetings: “Hi, how are you?” That’s an opening line, a nice breaker— not a greeting.

The purpose of the greeting is to get the prospect to be willing to talk freely and openly with you. No matter how many times they say, “Just get to the point!” you do not leave the greeting until it's complete.

How do you know when it’s complete,Tim?

When they’re talking freely and openly. If they are in a stage of saying, “Just get to the point!” then they’re not talking freely and openly!

What do you do with that? I’m sitting here on the phone with you and I say, “So, what’s the point?”

“The point is that I’m looking for someone I’m going to work with in business, and I would like to get to know you a little bit before we actually get into that. I want to know who it is I’m going to be working with. What do you want in life? Would this even be a fit? I’d like to find those things out. And if you don’t have time right now and would like to schedule it some other time, let’s schedule it some other time. Or we can continue on right now. I’d just like to kind of find out who you are, is that okay?”

If I start on again, “Get to the point, I don’t want to talk about that, I want to know what you’ve got...” is that an indication to you that there’s no fit here?

It could be. But remember what I said: every person has something they want that they’ve not been able to get yet — and you know that they can’t get it without you, because they haven’t been able to do it yet.

So let’s say I’ve got this arrogant, rushed physician on the phone who’s in a hurry to get to the point. I know that what is preventing him from getting what he wants is that he’s in this time commitment zone where everything’s in a hurry. And one of the steps I have to accomplish is to help this person get past this point.

So no, I’m not necessarily saying I just learned I don’t want to work with this guy. With Nadira, it took a while before I identified what was her barrier. Well this rushed physician, I’ve identified what his barrier is right at the start. Now, I just have to care enough about this person to help him move through it to get the greeting.

Because...

I assure you, if you go right in and start telling people about the opportunity before you've got the greeting, then you've got nothing.

Clearly, if they’re not talking freely and openly, you’re not going to get the truth,the whole story, the values they so dearly want honored, and you’re not going to make any emotional connection. He’s never going to know I really care about him— and that’s a requirement. You have to get to some point where this guy says, “You know what? This guy really gives a damn!”

Tim, would you ever say something like, “Look, it’s clear tome, because of your insistence on getting to the point, one of the challenges you face is time. Is that true?”

One thing you have to be careful of is that you don’t put a judgment or invalidation of any kind on the person. Your statement and mine are very similar, but there’s a difference. I said, “If you’re in too much of a hurry right now to discuss this, maybe we should schedule another time, because I’d just like to get to know you a little before we dive into business.”

So, once they’re talking freely and openly, then you move to qualify them; can you say more about that?

To qualify is to find out what that person needs, wants or doesn’t want in life. That’s the qualify step. For example, if the person doesn’t want to work at the factory any more, or be in traffic any more, those are don’t-wants.

Notice, it's critical that you don't ever change their words into your words.

When I called Nadira back on the follow-up, I stated her want: “Did you see away to get your husband here?” because that was exactly what she had said. “I want to get my husband here.”

I don't like to alter what they say at all, because when you find out what that person wants or doesn't want, and then you use those words in conversation, you keep that person's attention.

Do you take notes and write this exact wording down?

Yes. When I ask a qualifying question and they start talking, I write that down verbatim.

Exactly how did you start that follow-up call with Nadira?

The first thing I said was, “Hi, how are you?” You see: I go right back to the formula, even though it’s a follow-up call. And she says, “I'm great.”

So you take them through the greet stage, where they’re talking openly and freely…

That’s right; of course, it’s a lot quicker the second time. And then I qualify her:“Did you watch the video?” “I did.” And then I say, “Did you see a way to get your husband here?”

All I had sent her to was Brilliant Compensation. She did not know that I was“the” Tim Sales. She didn’t know that I made six figures a month; she didn’t know the name of my company or what my company did. All she knew was that I cared about her, and she watched the video.

So on successive contacts with people, you’re still doing greet– qualify – invite, greet – qualify – invite? You do that over and over.

Let me play a little game with you. I’m going to invite you to do something: listen for the formula. Okay? I’ve just called you up.

Hey John!

Hey, Tim!

How are you?

I’m good. Hey, you wanna play a game of golf today?

Oh, man, I don’t have time. I’d love to, though.

Well, when's a good time?

Oh, Lord... I haven’t played in two years. I’m not sure which end of a club to hold.

Well, hey, come on; let’s go play a game of golf. It’ll be good.
All right....

Okay, let’s pause just a second. When I said, “Hey, John, how are you?” that was a greet. When I said, “You wanna play a game of golf?” that’s a qualify. You threw out that you haven’t played in a long time, which is an objection. I got you past the objection, and now I’m on the invite.

What time you wanna play? Let’s go tomorrow, what do you say? Um, no, I’ve got things tomorrow, and the next day is Father’s Day, so how about

Monday?

Monday works perfect. What time? Can you break away at noon? You know, I would actually enjoy going earlier, because I’d like to put about five
hours in on the range!

Okay, so you want to get to the range about seven, I’ll get there about eight? You show up at nine and we got a deal. Who’s gonna get the tee time?

There— right now, we’re through the invite, and now we’re going to close to action. In fact, you already started it. And it came naturally, because this is the most natural, organic way to communicate.

The close to action step is when you conclude what's you're discussing and make the future real by putting it on the calendar.

We divvy up the responsibility: you do this, I’m gonna do this, and then we’re gonna meet at this time.

And that happens naturally all the time?

Absolutely! You do it organically, innately. In this case, I’m inviting you to play a game of golf— but when you listen to all my calls, you’re going to hear the exact same thing happening, only in the context of business.

It’s just a natural flow, from one step to the next, no matter what you’re inviting someone to do. So let’s go back to our close to action.

Okay, John, I’ll meet you on the tee-box at exactly 9 o’clock, is that good for you?
Great!

I got your agreement, and now we hang up.

Here's the thing: it's not a crime to help someone get what they need.

A lot of people hear that point about assertiveness and think they need to be wimps. This is absolutely not the case. When Nadira started explaining to me why she couldn’t do this, about how she was a doctor, a professional, and not a sales person, it would have been a crime to let that objection stop us and not help her get what she wants. So I had to actually walk her through this— not force her through it, but walk her through it.

And all of this is covered in Professional Inviter?

I see people in network marketing struggling and having a tough time because they’ve been burned before, so they will hesitate and not get the very tool they need. I suggest very strongly, get it and listen to it. It’s got hours of live calls where you can hear me actually talking to live prospects. You listen to these calls and it gives you confidence to go out and do the same thing. People listen to these calls and say, “Wow, I can do that! He’s not selling; he’s just talking to them!”
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