fearofphoning

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How to Overcome Phone FearHow to Overcome Phone Fear

by Tim Sales www.brilliantexchange.com

Special Points of Interest

To overcome any type of

fear, you must have both

knowledge and practice.

Its much easier to prevent a

prospects objection rather

than having to handle them.

Teach your group how to

prevent, rather than to re-

act.

The best way to overcome

telephone fears, train yourdistributors on what to say,

and have a lot of guests at

your business meetings is

TEAM CALLING.

Brilliant Exchange, Inc 12/05

NETWORK MARKETING BULLETINNETWORK MARKETING BULLETIN

A Fun, Easy Exercise That Gets You and Your Group Over that Reluctance to Pick Up the Phone

IfFear of Phoning stops you or the people in yourorganization from making calls, then none of you willmake much money.

Prior to becoming involved in network marketing, I was a member of the U.S.Navys Underwater Explosive Ordinance Disposal Team (the Navys bombsquad). I learned many great lessons there that helped me with my network

marketing business years later, one of which was overcoming fear.In the Navy, what allowed people to overcome their fear of defusing bombsunder water was simple: Drill, drill, drill and when youre sick of drilling, drillsome more. Overcoming fear did not mean read, read and when youre sick ofreading, read some more; that doesnt make someone skilled at defusingbombs. By the way, drill means repetitiously going over something to learn itwell.

Its the same with getting appointments. Not that reading and learning the waybombs go boom and phones go ring-ring isnt important, it is. Reading orstudying is only one part of knowing something and getting effective at it.

Why Some Distributors QuitJust think what would have happened if the bomb squad trainers ever told thebomb squad to go home and read about the most common ways a bomb blowsup, and then sent them out by themselves to defuse a bomb. Yet thats whatNetwork Marketing leaders are often guilty of asking their new distributors togo home and make their list of prospects. Theyre given a sheet (sometimes)of objections they might encounter, and then are told to call their prospectsand invite them to take a look at a great business.BOOM! Ever wonder whythat new distributor disappears within 30 days?

Start with a ScriptVery often Ive heard people say they dont/cant use scripts. Thats fine. Write

down what you plan to say anyway, because you need to get comfortable withmaking your call. Youll need to repeat it several times. Its very helpful toinvite yourself into a tape recorder microphone. Listen to the tape and askyourself would I accept that invitation?
http://www.brilliantexchange.com/http://www.brilliantexchange.com/


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Online Recruiting Tool

What the Wealthy Buy onPay Day

Does not mention MLM. Itsdesigned to help your pros-

pect become aware that theycan control their income.

www.mlmbrilliance.com

Online MLM EducationMovie

Brilliant Compensation

Fully explains MLM. Stoptrying to handle objections

like Its one of thosepyramids! Featuring aHarvard-educated Professorexplaining why it works andthat MLM is one of the best

businesses to be in.


Eavesdrop on TimsProspecting Calls

Listen in as Tim Sales inviteshis prospects to learn moreabout his MLM business.

These are live calls with realprospects. Master each stepin Tims Inviting Formula.

www.professionalinviter.com

Free Inviting Scripts

Ever stumped on what tosay? Get these scripts thatTim Sales uses when he

invites prospects.

www.brilliantexchange.com

Recommended Tools How to Overcome Phone Fear

Brilliant Exchange, Inc

One of my scripts went something like this:

You: Hi, John, this is Sue. Do you have a minute or did I catch you at a badtime?

Them: No, I have a minute. Whats up?

You: Great, are you open to a business outside of ________(what they cur-rently do for a living)?

Now, here are some likely responses youll hear:

COMMON OBJECTIONS AND QUESTIONS

* What is it?

* Is this a pyramid?

* Is it Network Marketing or multi-level marketing?

* Is this sales?

* What would I be doing?

* I'm too busy, I don't have time.

* What is the investment?

Here are the steps to take:Step 1) DrillStep 2) DrillStep 3) Drill

These are the questions and objections! You know what they are!Drilling these beforehand is like knowing whats going to be on the test!

How I finish the invitation:You: (This was already stated, but I put it here again so you get the whole se-quence.) Great, are you open to a business outside of ________ (what theycurrently do for a living)?

The most common response is:

Them: What is it This is exactly what you want them to ask.You: Do you have Internet access? (If not, send them the Brilliant Compen-sation DVD or video)

Them: Yes

You: Do you have something to write with?

Them: Yes
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Eavesdrop on Tims

Prospecting CallsListen in as Tim Sales inviteshis prospects to learn moreabout his MLM business.

These are live calls with realprospects. Master each step in

Tims Inviting Formula.


Win Over Any Prospect

Learn the Ten Qualitiesthat you must have that causeyour prospect to talk with you,

to listen to you and

TO FOLLOW YOUR

SUGGESTIONS

Powerful Recruiting Tool

DVD fully overcomes allobjections to MLM and

dispels all the myths. Usedsuccessfully by over 400,000

network marketers.


2004 Brilliant Exchange, Inc 2005 Brilliant Exchange, Inc

You: Give the web address of your Brilliant Compensation website and say,This is a purely educational online movie that explains our marketing strategy watch this and then we can have an intelligent conversation about the targetmarket, product lines and things like that. Read me back the address (makesure its correct). Confirm when they will have the time to review the informa-tion . Set when you will talk again. Hang up the phone.

Now, that script is one Ive used successfully for years. The reason it works isbecause it was designed to PREVENT the objections mentioned above. It tookme a long time to develop that script. In the example below there are severalphrases I identified that actually CREATED common objections. If youre inter-ested, I have an eight-hour training CD series called Professional Inviterwherein I give you my best and proven scripts and you hear me call liveleads...so you can hear for yourself how they are used and that they areproven to work. Professional Inviter is available atwww.professionalinviter.com.

The point is, to overcome any type of fear, you must have both knowledge andpractice. Therefore you must get with your distributors and practice what tosay to prospects and drill how to handle questions and objections. And Ive notseen or heard of a better way of overcoming telephone fears, training your dis-tributors on what to say and how to have a lot of guests at your business meet-ings than TEAM CALLING.

Team CallingI put together a program called Assault Team Training - an event to teach peo-

ple how to get past the fear of the phone, as well as talking to strangers (in per-son).

Eight distributors were invited to my house (because I had four phone lines andwanted two people per phone). To attend, each distributor had to bring 250names with phone numbers.

Avoid these phrases Instead use theseI recently became involved with Im working on a project..

I'd like to get you involved Im looking for the right person that...

I want you to... You might want to...

I think you would love this It may or may not be for you.

You would be good at this This might be lucrative for us..

New business opportunity Business idea or project

Are you interested? You might want to see this

Are you looking for a new businessopportunity Do you keep your eyes open for expansion/diversification?
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invites prospects.




Everyone spent the first hour around a table writing a script of what theywould say on the telephone to invite contacts to a business briefing wescheduled three days later. Then each person read their script back to thegroup and the group critiqued the script with one major emphasis: preventthe objection. We all agreed that in the invitation call, it's much easier to pre-vent objections than to have to handle them. (See example of what to say/

what not to say on page 3.)

The Best Way to Overcome Most ObjectionsWith good communication skills and using the phrases from the exampleabove, we still got Is this one of those pyramids?! objection 50% of the time.It was this objection that constantly stopped or severely slowed down my or-ganizations growth. That is the reason I produced the Brilliant Compen-sation presentation.

Now, a few years laterBrilliant Compensation is being used all over theworld to explain network marketing. Its been used by regulators to prove thelegitimacy or illegitimacy of MLM companies. In one court case in Europe, itwas looking like one company wasnt going to survive the legal challenge.Some of the distributors convinced the attorneys to show the Brilliant Com-pensation video in court. What they told me was that the video saved thecompany. Its also be used at universities to explain MLM. The video reallyworks! It completely handles all the network marketing objections. I cant tellyou how many hundreds of people have emailed me, told my staff or told methat they wouldnt be in the industry if it hadnt been for Brilliant Com-pensation.

People have told me they are NOW in the industry because of it. I tell youthis because for YOUR reasons and YOUR interest you should be using it.Prospects rarely say no because of your company or products its theirmisunderstandings about the industry. The VHS video is available atwww.brilliantexchange.com. The online version is a very inexpensive use ofthe same tool. You can send 200 prospects through the movie for only $30.The online movies are at www.mlmbrilliance.com. Theres also a very effec-tive prospecting movie there.

Role PlayAt the Team Calling event, divide people into pairs and have them role-playwith each other. Person A reads the script. Person B asks the most commonquestions or objections. Start slow and easy and get tougher as your partnergets better. It's very important that your partner feel successful. Complimenthis/her efforts ALL THE TIME. Then switch: Person B invites and Person Aasks the questions.

Because during the role playing, one person is constantly reading the invitescript this serves as a drilling of the invitation. Once you as the leader aresatisfied that everyone attending team calling is able to handle the above ob-jections


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Eavesdrop on Tims

Prospecting CallsListen in as Tim Sales inviteshis prospects to learn moreabout his MLM business.

These are live calls with realprospects. Master each step in

Tims Inviting Formula.


Win Over Any Prospect

Learn the Ten Qualitiesthat you must have that causeyour prospect to talk with you,

to listen to you and

TO FOLLOW YOUR

SUGGESTIONS

Powerful Recruiting Tool

DVD fully overcomes allobjections to MLM and

dispels all the myths. Usedsuccessfully by over 400,000

network marketers.


2004 Brilliant Exchange, Inc 2005 Brilliant Exchange, Inc

Hit the PhonesTwo people on each phone line. One is prospecting the other coaching. Af-ter 15 minutes, switch. The person that was coaching switches to prospecting.The one that was prospecting is now the coach. Do this for one uninterruptedhour.

The rules are: No getting up. No bathroom, no food, no water, no answeringcell phones. Nothing! It's so important to play by the rules. We all know thefeeling of searching for any excuse not to dial the phone. Believe me, this isfear-facing at its best. By the way, people who show up late are not allowed inthe pit until after the hour is up. I cant stress enough the importance of thisSOLID HOUR of no interruptions.

Use Monday its the start of the week and the best day to invite to yourweekly business briefing without a weekend interfering. Charge $5.00 per per-son to cover the cost of the phone calls.

Your job as the leader is to help keep the calls under three minutes and to en-sure that the person making the call wants to continue making calls. As acoach, resist the urge to correct everything you see a new person doingwrong. You dont want to unintentionally invalidate the person or make him/herfeel that theyre messing everything up. Its much better for the coach to con-sider the whole exercise as a gradual learning process. For some people, itcan be a huge success just to dial 10 numbers in an hour.

Keep Accurate RecordsKeep a Daily Marketing Worksheet of dials, contacts and appointments similarto this:

It's very important for everyone to keep statistics while doing team calling. Thisis the basis for coaching and measuring progress. If anyone complains abouttheir results, you can go straight to the Daily Marketing Worksheet and tell ex-actly where someone needs help. Maybe they need help with their actualphone skills, or maybe they're just not dialing enough numbers!

It was this method of using the Daily Marketing Worksheet that inspired a morecomplete tool to help my organization keep better track of daily activity so that Icoached them better. Pocket Tracker is a highly recommended tool that liststhe only 13 activities that make you money in network marketing.

It is a small spiral bound paper binder you carry with you at all times to keeptrack of your activities thats the only way you can see what you need helpwith. Learn about it and get it here:www.brilliantexchange.com

Activity Goal Actual

Dials 50 111111111111111111

111111111111

Contacts 40 111111111111111111

Appointments 10 11111111

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invites prospects.




What Results Can You Expect?After two one-hour sessions in which everyone kept their statistics, the leastnumber of confirmed appointments we've seen was eight. The most was 64.That's right!

The most impressive are those eight. What this represents is the minimum re-

sult of eight confirmed guests! What this means for you is that if someonespent two hours per week inviting through team calling, they would have aminimum of eight confirmed appointments at the weekly meeting!

The next time you or your distributors come to a business meeting without aguest, ask yourself and them, "How much actual time did you spend makingcalls?"

Making phone calls isn't as hazardous as bomb squad work, but it really can bejust as scary. But the way to handle any fear is learn how to do it and do itover and over. Confront what you fear most enough times and you wont fear itanymore.

Much Respect and Admiration,

Tim Sales

invitesprospects.

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