In this article I am going to take your MLM training to the next level when it comes to effectively communicating with your prospects. That next level is for it to become "natural” to you.

There are several definitions for the word natural and it is very important that you know which natural I'm referring to.

1. Not acquired; inherent; born with. THIS IS NOT THE NATURAL I'M TALKING ABOUT.

2. Free from artificiality, or inhibitions. THIS IS THE CORRECT ONE.

Definition one is referring to something that one is born with such as blue eyes, seven feet tall, etc.

Definition two is that you can rattle off your address without thinking about it. Natural, as in the way you know a favorite song. Or something you've said or sung many times.

Okay - so how is it you know your address? My guess is, you moved in, you got your address and you had to do an address change with the post office. You pulled out the piece of paper your new address was written on and you reference it several times to make sure you wrote your new address correctly. Then you wrote it on a FedEx envelope and remembered it all accept the zip code - hmm, is it 92105 or 92150? You find out and now you have it. If you never wrote it again you'd perhaps forget it again, but if you use it frequently you "just know it” - and you are certain you know it.

By the way… how is it that you know that the name goes on the first line, street address on the second and city, state, zip on the third line? That's the formula it goes in… right?

For inviting, to be natural and sound natural you must smoothly and correctly transition from one part of the formula to the next. The trick to that is to know exactly when to transition. Like from Greeting to Qualify. When you don't greet long enough, you don't get a prospect who will give you their need/want. Greet too long and your prospect feels you're wasting his time and will hastily get off the phone with you.

You also have to know… when the prospect says… (example: I'm sort of sick working for someone else) - I know they qualify to be in my MLM business.

Or, when the prospect says… (example: I don't remember signing up for anything; why are you calling me!$&*$) I know they just disqualified themselves from being in my business.

You have to know the rest of the formula as well but they are much easier than these two.

So just how do you get good at these transitions?

Two ways I know of:

1) Invite over and over until you can "sense” it. Like letting the clutch out on your car - the first few times are rough.

2) Another way is to listen to someone else do it and then model what they do because very often prospect's responses are similar.

You may have heard about a training CD series I released called "Professional Inviter.” In this training, I recorded my live prospecting calls so that you can hear me do these live calls with prospects. I even break down each section of the "Inviting Formula” so you can hear those very critical "transition” points and how to use them. There's a link at the end of this article for "Pr

ofessional Inviter” if you want to check it out. In the meantime, here's some helpful information for using the Inviting Formula with example transitions:

1) Greet - get someone who will talk freely and openly to you. Example transitions: "Yeah, I requested more information because I'm looking to open my own business and I'm just looking around to see what's out there.”

2) Qualify - find out their needs/wants/don't-wants (as it relates to your MLM business). Example transitions: "Well, I just know there's more out there. I'm sort of sick of working for someone else. I just want to be able to enjoy my life without always having to punch the clock.”

3) Invite - based on relevant information gathered in qualify. Your prospect doesn't have to give you any information here… but, depending on how they respond to your invite will decide if you move straight to "Close to Action” or if you do step 4.

4) Handle any Questions/Objections - that are stopping them from getting what they've stated they need/want/don't-want. Example transitions: After you've handled an objection and they use words like, "Yeah, I can see that.” "Yeah, that makes sense.” "Hmm, I've never thought of it that way.” "Well, it's really not a big deal to me… I've just heard that.”

5) Close to Action - create agreeable steps to move them towards getting them what they've stated they need/want/don't-want. Example transitions: Anything that indicates they need to get off the phone. "I need to be hitting the sack.” A child trying to talk to them. "It's been good talking to you.”

6) Follow-up - re-contact them. Anytime they suggest that they can't talk right now. Or if you've closed to action. Example transitions: "Now's not a good time.” "You've caught me at a bad time.”

Much respect and admiration,

Tim Sales www.TimSalesMLMTrainingNews.com www.brilliantexchange.com www.professionalinviter.com www.mlmbrilliance.com

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