Basics Of Success

YOU ARE WHAT YOU SAY!

I Believe in the concept of making a comprehensive list of would be prospects.
Please don't ask me 'HOW MANY NAMES ?'

Depends on whether you go out of your house everyday and meet people or you've stayed UNDER YOUR BED throughout your life and have not come out ever since.It also depends on how many people trust you.But it should'nt normally fall short of 500.

TOO MUCH ?

Now imagine you or your kids getting married[Depends on your age].How many people would you invite ? All the people you invite know you -- obviously you would'nt be inviting strangers.

THAT'S THE START OF YOUR LIST.

This first step is the most important one towards your success.Till the time your list is complete please don't discuss your business with ANYONE.

Now start polishing your product/services knowledge.This needs to be done over and over again.This exercise may seem pointless at the moment,but it arms you in three ways :
1.It builds your confidence.
2.It enables you to speak fluently & with gusto with your prospects.
3.It becomes a cakewalk when you handle objections.

Cakewalk reminds me -- Suppose you weigh,mix and offer all the ingredients of a cake [i.e.water,flour,sugar,raisins,etc.] to a person who has never tasted a cake before,telling him to taste a bit of 'YOUR CAKE'

ARRRGH!

What would be his reaction after he tastes it.
ARRRGH! [Once again--the first one was from me]

Be truthful.Will your reaction be any different if you were in your prospects shoes and were offered the SAME CAKE ?
I doubt it.

And the next time this person is actually asked if he would like to have a piece of cake by someone else,do you think he would say yes ? PROBABLY NOT.Unless of course he suffers from GHAJINIA -- Short Term Memory Loss,and has completely forgotton the cake tasting incident.

I don't blame him for his opinions.He has formed his opinions regarding something [YOUR CAKE],which it actually was'nt.But has he actually tasted a cake ?[The one offered by you]

I'm sure you've been able to grasp what I'm trying to put forward.So BAKE your cake well before offering it to anyone else.Infact I advise you to taste it yourself before you start offering.This is possible when you explain the presentation to your dog,cat or maybe fish before trying it on your prospects.Another advantage of pets is that there won't be any objections/rejections.

After you practice the presentation for the nth time,you would surprise even yourself with the newfound freshly cultivated CONFIDENCE.

The second plus which I mentioned earlier i.e.fluency comes automatically.

I'll give you an example.

How many of you guys DON'T KNOW the English Alphabets ?

Funny question,Right ?

WRONG !

Try to remember the days when you first learnt ABCD.For many a years,maybe 250 school days per year,you repeated the alphabets over and over again at least ten to twenty times every day in class alongwith your teacher and again practiced the whole thing at home,God knows how many times to make them sound easy today.

Don't you think you should be taking the same approach towards your business -- practice and master your presentation assuming them to be the alphabets of your future business ?
Let me know after you've practiced it a 100 times or maybe 200 times,how EASY or DIFFICULT it is.

DIFFICULT ! Did I say DIFFICULT ?

Now I'm JOKING.

Thirdly,when you know your subject well,any question on that subject would be easy to answer.After all when you are describing your products/services to your prospect,don't expect him to ask you why the rains have been late this year.

You may ask "Why all this preparation ?"

A genuine question.

Before I answer this question,let me ask you one.Suppose you open a restaurant.Surely you would want all your friends and relatives -- infact everyone who possibly knows you to visit the restaurant alongwith their friends.Right ?
Now when they come visiting your restaurant for the first time,what are the basics which should be in place ? You should be able to give them comfortable seats to sit on alongwith proper tables to have their meals on and aboveall comparitively tasty food to bring them back over and over again,apart from suggesting your place to friends.Without any of the abovementioned aspects,do you expect any of your customers to visit,even if they be your closest friends/relatives ?

I'm sure I don't need to answer that.

Similarly,in any business,you need to have the basics in place before you even start talking about it to anyone.
This is the time to review your list of names and group them in batches of 50.The first group of 50 prospects will be those who according to you won't join you anyways.And the last group should be those prospects who are extremely close to you and would join you just because they trust you completely and you told them to.When you first made the list it was just the reverse of this i.e.closest people first.

This way,when you present your products/services to the first group,you get live practice,probably making quite a few mistakes,which won't make any difference because your prospects from this group would'nt have joined you anyways.And if some do join,it's a bonus.

You are now ready to speak to your prospects about your business,but make sure you talk to one prospect at a time -- I repeat ONE PROSPECT AT A TIME.

Please try telling them all together ONLY if you intend closing shop before you could even open it.You may be excited about your business,but at this point of time your prospect is'nt.

Next I'll give you some starters which you may use with your prospects,so that they eagerly do as you bid them to and literally have them eating out of your hands and you become MINI RULERS.

I call it 'GIFT OF THE GAB'

Get Ready..........