Network Marketers lose many prospects because they try too hard to close the deal. It is a natural reaction for people to shun being sold, but they love to buy. By letting prospects close themselves, you will end up putting more people in your downline.
Most MLM Trainers tell networkers to sell features and benefits. When promoting a network marketing opportunity, features and benefits selling is hard work. The prospect is always suspicious, and moving away from you.
The way we eliminate this fear and suspicion is to use what we call a Crossover Move.
Let’s demonstrate what happens when a Crossover Move is used:
The Prospect says, “I really like your opportunity.” The Networker says, “Interesting. Based upon our discussion to this point, I would not have guessed you had any interest in my opportunity. What did I miss?”
Did you see the Crossover? Instead of moving in for the close, we gently moved away, and let the prospect close himself.
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