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Ice Breakers! How To Get Any Prospect To Beg You For A Presentation Paperback – December 12, 2013
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"The key to network marketing is having an endless supply of prospects to show your opportunity to. If you've blown through your warm market and have been wondering how to approach people you yet don't know about your business this book is for you." - J. Blydenburgh, Amazon.com
About the Author
Tom "Big Al" Schreiter has 40+ years experience in network marketing and MLM. As the author of the original "Big Al" training books in the late 70s, he has continued to speak in over 80 countries on using the exact words and phrases to get prospects to open up their mind and say "YES." His passion is marketing ideas, marketing campaigns, and how to speak to the subconscious mind in simplified, practical ways. He is always looking for case studies of incredible marketing campaigns that give usable lessons. As the author of numerous audio trainings, Tom is a favorite speaker at company conventions and regional events. His blog, http://www.BigAlBlog.com, is a regular update of network marketing and MLM business building ideas. Anyone can subscribe to his free weekly tips by going to http://www.BigAlReport.com
Top customer reviews
Al provides all kinds of examples and while the examples may sound cheesy or funny, depending on your point of view, they are just ideas meant to stimulate your own creative process, not necessarily to be used verbatim.
He shares the "formula" and plenty of examples, like this one:
"Hey Mary, I just found out how we can work three weeks out of the month but get paid for four. If you'd ever like to know how, I'd be glad to tell you. Meanwhile, let's watch the news."
"I just found out how we can get fruit and veggie nutrition into our children without them knowing it."
"Would it be OK if you had two paychecks instead of one?"
If you encounter people who like to complain, Al suggests you ask them:
"Would you like to do something about it?"
"Have you ever considered doing something about it?"
That let's you discover whether they are prospect for your offering or not, and he makes suggestions about what to say if they're not a prospect. If you find out that the person is not a prospect, instead of using NLP kung fu, he suggest you move on to a prospect that may be interested in what you're offering.
If people ask you what do you do for a living, you can mention how you can help them solve the problem.
For example, "I show people how to remove stretch marks in 21 days."
or, you could say
"Well, you know how most jobs don't pay enough?
Well, I show people how to get a second paycheck to make life a lot easier."
The idea with Ice Breakers is that whether your prospects run away from you and never want to talk to you again or they're willing to hear you will depend entirely on the words you choose.
This book introduces us to everyday word usage fundamentals, giving the reader another tool, one that creates rapport quickly. Most salespeople are interested in creating rapport. It has been said that in Relationship Marketing, to be at ones best, depends on developing rapport. Most people reading this book would like to have examples, because everybody knows that examples are the best way to learn. This book is full of examples. And everybody says that just a few examples could get us thinking creatively. If you are working with the public in any way, this book can be a big help in communicating and getting your point across.
He explains, in plain and simple ways, how people's subconscious minds view sales people and / or marketers as "potential threats", therefore raising their automatic defense shields. He then teaches you simple skills that can help lower folk's defense shields so they will at least, "just take a look or listen".
GREAT INFO! I highly recommend all his materials.