By Tim Sales
If you do not use the correct amount of assertiveness you will waste prospects and destroy relationships.
Have you ever wondered what causes family, friends and other prospects to dodge your calls, not show up at an appointment or completely avoid any contact with you? This common scenario could easily be avoided if professionals would learn this one very important prospecting skill…
Assert means: the amount of force or effort used to make an opinion known. I’m not simply talking about volume (loudness of speech).
You can assert your opinion about your MLM business or product too much with a loud voice or a soft voice and it will cause the prospect to back away from your ideas.
You can assert questions too repetitively and cause your prospect to feel interrogated. You can assert not enough and cause the prospect to feel your business or product is not important.
With the volume of your voice, if your prospect can’t hear you, then your communication is worthless. If you talk too loudly so that everyone in the restaurant can also hear you, it’s too much assertiveness.
I recall a movie called Bowfinger, where Steve Martin plays a movie director trying to find a person to play a particular part in a movie. The quality he was looking for in the actor was that he or she had to posses “it.”
Throughout the entire movie he would interview potential actors for the role and within a few seconds he would yell, No, no, no! You don’t have “it”! The actor would exclaim, “Tell me what “it” is and I’ll get it!”
Yet Steve Martin couldn’t actually describe what “it” was. So he would search for another actor. Finally he interviews a girl and as soon as she begins to talk he exclaims, “THAT’S IT! SHE HAS “‘IT!’” He then could see what “it” was.
“It” is, (drum roll please) when the individual talks, people want to listen to him or her. When you have “it,” prospects want to learn more about your MLM business. When you have “it,” people will want to learn more about your great products. When you have “it”, your downline will want to follow you and duplicate what you’re doing.
Conversely, network marketing professionals who don’t have “it” drive prospects away. People back away and won’t buy your product or service, and your network marketing organization won’t follow your suggestions.
Perhaps the word that best describes “it” is “charisma.” The definition of charisma is: a personal quality attributed to people who arouse devotion and enthusiasm.
Of the Ten Communication Qualities I train you on in Professional Inviter, “Use the Correct Amount of Assertiveness” is the one that really gives you the “It.”
My point in this article is: When you have “it,” your prospects want what you’re offering. People want to be around you. People listen to what you say. If you don’t have “it,” you can use the exact same prospecting scripts as someone who has “it,” but not have the same success. So this is a very important quality to have!
Much respect and admiration,
For more in-depth information on this topic study the Professional Inviter lecture series by Tim Sales.