The 6C's of Confidence.
by Willing Tan & KC @ PappaRich, Sunway Pyramid, KL, Malaysia - April 2010
"How can I build and close faster?"
A lot of times our speed is a function of confidence. If we lack confidence to deal with the tough questions than we tend to be slower in the business. Why? Because of the fear of rejection. Pure and simple. So we tend to 'tread' slowly around the topic of interest.
We got to be so certain that despite those tough questions, your prospect trusts you. So the more confidence you got, the faster you close. I've seen so many examples of this, from some of the great leaders in the business. Got to thank them for their unwavering support and consistent example. :)
Here are 6 C's to look at confidence:
1) Courage:
Are you afraid? What are you afraid of? What is the worse that could happen if he/she said no? Who's next. But sometimes we are so careful because we are afraid that these prospects will run out... So we need to shift our thinking and and have a constant supply of names. We need to shift the thinking from "...he might say NO." to "...he mostly like will want it NOW." Nu Skin is in such a UNIQUE position that it is IMPOSSIBLE to ignore/acknowledge our science, financial strength, internationally recognized corporate responsible awards, innovation, market trust (NYSE, Stock, Dow Jones, Forbes etc.), technology and people. TRA is also such a POWERFUL comprehensive solution that there is nothing out there to even compare it against. Sure some other programs do work, but do they work the way WE WANT IT TO WORK? Healthily, Safe, Effective, No Starving, No Rebound, Habit forming, Lifestyle Change, Health and Body Transformation, HSA Certified etc. Courage is when we know we have THE RIGHT APPROACH.
2) Competency:
If it is TRA, you don't necessary need to know the ingredients in TRA, in fact 75% of the people don't really care as long as they know it is safe and it works. The Analyses will want to know. Just send them data. But the majority will agree based on the degree of excitement and belief YOU have on the product and results. So Excitement overcomes Competency. The Feeling of the Result/Experience will overcome the Process/Details. So don't worry about the details, be EXCITED about the results and experience. However, having said that, we also want to learn as much as we can in the process of becoming a better marketer. I am constantly learning about our products. To me, as long as I can share 1-2 benefits, share 1-2 key ingredients, share 1-2 results.... that's more than sufficient to close. "By the time I know it all, they be signed up by another really excited distributer. :("
3) Composure:
Although this is almost opposite of Excitement, but it is different. You can be composed, yet excited. I call this POSITIONING. If we position ourselves professionally, we have a great composure (confidence, attitude and calmness), posture (What we wear), image (how we look) and rapport (Sincerity and friendliness), that will always win over any pushy salesman. People want to buy from someone they like, pure and simple. Sometimes we are over confident and say "You MUST BUY! It is GOOD for you!" in such a way, we are not seen professional. On the other hand, we can say "I believe you will benefit from this program tremendously, and why not live the rest of your life as if you are 35. You deserve that, right?"
4) Caring:
This is most important, "They don't care how much we know, until they know how much we care." JC Maxwell. This is very true and it is the binding glue that will solidify all the above. This is what makes us REAL and HUMAN. If we care ENOUGH, we will go the distance to share with them why it is important for THEM. We will do whatever it takes (Not forcing them, but providing sufficient information for them to make a better decision, get external or 3rd party testimonials to help share, etc.) to have them see a different perspective. Care enough about them, that you don't care about what they think about you.
5) Consistency:
Without this, everything else is a flash of brilliance. If we consistently share the story, communicate the importance, care for them, be certain and face the challenges, they will see that we are consistent and reliable and this is the GREAT MULTIPLIER EFFECT of business. Consistent action above all will create the momentum penetrate any obstacles in front of us. The crashing of the Strong waves only creates jagged sharp rocks on the see shore, but consistent soft flowing water will cut through the rock and create smooth curves and beautiful patterns for a forever. When they see us consistently doing what we say we do, they will be attracted to our consistency and passion. "Consistency is passion hidden."
6) Compensation:
We are humans in an economic crisis, we all want opportunity. The rate of immediate closing is also a function of how much money is to gain or how much money you stand to lose, IF you do not participate now. So, always remember to show them the financial returns as a function of lifestyle that they will be getting in a short time frame. Think about it, if you can earn back 100% in the 1st day, would you do it? Sure! But this is not a money scheme. So leverage on the TRA 123. Show them the compensation as an incentive for them to take action NOW. After all, who doesn't want to lose weight for free? Studies have shown that when a person know that if they lose weight and will be rewarded for it, they will lose weight more effectively, too! "The fear of loss, is greater than the prospect of gain." Anthony Robbins. So, when we tell them that there is money on the table for you, IF you lose weight well and share with others, else it's lost... they might consider wanting it more, NOW.
YOU ARE ALREADY CONFIDENT! :)
You just wanted someone to tell you, that all, right?! :) he he he!
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With Admiration,
Willing Tan 陳威潾 & KC 江康晉
