Sales People Close - Network Marketers Develop Leaders

by Dale Calvert

As I look back on the last 30 years in the network marketing profession, a paradigm shift that really took my business to a new level was realizing that I was not in the sales business but the leadership development business.

It is very important that you understand this as it relates to recruiting new team members. Sales people close, but not network marketing leaders.

If you have to close them into your business, you will have to continue to sell them to do anything after they join. Nobody has time for that.

You are looking for people who are looking for opportunity.

"A person convinced against their will is of the same opinion still."

When I first got involved in network marketing I read all the classic sales books and made the mistake of thinking I should attempt to close people in the business. The bottom line is, long term this doesn't work. You may be able to talk them into the business but network marketing is about more than a one-time up front commission.

If you want to learn to close, get involved in high commissions sales. If you want to become effective at network marketing, learn to sort through people and find the people who are looking for opportunity.

You are looking for people whose window is open. Let me explain:

I believe that within a 365-day year everyone has their window open at least once.

What causes their window to open?

  • They don't get the promotion they hoped for.
  • They realize that they have a child that wants to go to college in a couple of years.
  • Their company is laying off and it is getting closer and closer to them.
  • They want to buy their first home.

and the list goes on and on. You get the idea. Something happens in their life that causes them to open their heart and mind and consider other options for their financial future.

Their window may open for a few minutes, a few days, a few weeks, and sometimes their window opens and it stays open. They are ready to make the DECISION to do something different.

The secret to prospecting and recruiting is to expose your opportunity to enough people to find those whose window is open.

The only thing you can control is how many prospects you get your opportunity in front of on a daily, weekly, monthly basis. You cannot control whose window is open, and whose is not.

Yes, you can close those whose windows are closed, but they ultimately become a waste of your time, effort and energy.

The name of the game is sorting through people. Amateurs try to convince, professionals sort. Please understand, I am not saying you shouldn't have a "closing question" for lack of a better term.

I believe in a two-step recruiting process.

Play One: expose a prospect to your website or company DVD.

Play Two: invite them to hear the entire story via a live meeting, conference call or webinar.

After the play-two event, simply ask: "What questions do I need to answer for you before we get you started?"

If their window is open and they are ready to get started they will ask a couple of questions and then be ready to sign up.

They may have objections such as:

"I don't have the money"

"I don't have the time"

"I can't sell"


During my FREE upcoming Webinar with Networking University, I will share with you EXACTLY how to answer every objection you ever receive the rest of your network marketing career.

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