17 Highly-Guarded Strategies to Close Every Sale – Strategy #3: Never Prejudge (1 of 2)

Let me share with you what the word prejudge means. Prejudge means making a mental decision prior to even engaging in a sales conversation or presentation. In your mind, you’re already saying “You know what? This person doesn’t have what it takes to invest in this home. This person doesn’t have what it takes to invest in this network marketing opportunity. This person doesn’t have what it takes to invest in this product or service.” Never prejudge a potential client, customer, or prospect. This will be one of the worst mistakes that you make in your career!

Remember, I was never prospected for the industry of network marketing. No one ever prospected me. I was a stuttering twenty-four year old kid from Yonkers, New York that was simply not attractive to the average business builder. Here’s the kicker…If someone would have prospected that stuttering kid, they would have earned over $1.1 million off the
business that I built. I learned the industry, and I was looking but no one ever approached me and gave me a chance to show my potential. Please don’t e-mail me and prospect me now, I earned my financial freedom many years ago and retired from network marketing. I still get prospected several times a day, but my answer will ALWAYS be no. Why? Because I respect the fact that many of my students are involved with various companies and I would never jeopardize those relationships by joining any company.

Back to the topic…people prejudged me. They looked at me and saw a 24-year old stuttering kid that worked for his successful family business and had a good education. They assumed that I was completely content with my great level of success. That mindset cost numerous people millions — literally over a million dollars. What they didn’t see was that I was tired of working around the clock and was actively looking for another way of achieving financial freedom. I was hungry for change!

Think about it for a second. I lived in Yonkers, New York. I was often in Manhattan or Long Island. These are very heavily populated areas yet no one, no one, no one (I’m not stuttering) – NO ONE ever walked up to me and said, “By any chance are you looking to earn extra income? Do you love what you’re doing? Do you want to be free?” Instead, people rejudged me. They walked by me every single day. It was definitely their loss!

Never prejudge. You must internalize this by saying to yourself, “I will NEVER prejudge someone in my business.” You never know where someone’s coming from. Don’t judge them by their dress, by the car they drive or where they live. You never know what’s going on inside their mind. Most people who you think have money don’t have it, and those you think that don’t have it, have tons of it.

When you meet a potential client, have an open mind. This was one strategy that catapulted my level of success. I treated every single person that I showed my business presentation to like they were my next top business partner. When you walk into a sales presentation and you’re already saying to yourself, “I don’t think this person has what it takes to invest in my product. I don’t think this person has what it takes to get involved in this business”, you are wasting your time. I don’t care what you are selling – alarm systems, high-end art, furniture, kitchen cabinets, real estate, insurance, etc.

THE ABCs OF LIFE

This week’s article is targeted toward professional marketers in the industry of network marketing. During a workshop this week, I did a special presentation on the ABCs of achieving the top position in life and in business. The ABCs that I spoke of are as follows: A – Attitude/Action, B – Building/Belief, C – Commitment/Caring.

The foundational key to success in life is a positive attitude. We all hear about it, we all talk about it and we all read about, but do we all have positive attitudes? Your attitude can go in three different directions – forward, neutral and backward. Going forward produces a positive attitude, remaining neutral and/or sliding backward result in a negative attitude. You cannot have both a positive and negative attitude! A person with a positive attitude will have “down days,” which are characteristics of a leader. In order to be successful, you must experience frustrations in life that tend to make you a stronger leader with a drive to succeed. Another important component to developing a positive attitude is establishing daily action steps. There are three key ingredients in building a professional business in network marketing or life in general.

1. Reading your WHY card upon arising in the morning and retiring in the evening. The most important force in your life is your WHY, which I speak extensively in my training programs and during seminars. (WHY are you living the life that you live day in and day out) You need to internalize your WHY and develop it into your spirit.

2. Consult with your Mastermind Team. Your Mastermind Team is the first three people that you consult with each and everyday that will ultimately help you achieve your WHY in life.

3. Speak to three new people a day about your business. Those three new people are three new prospects/three new seeds. “Seed time and harvest will not cease.” Those are two principles that will parallel your success in business and mainly in life. Basically what ever you plant you will harvest – positive or negative.

A forward-moving attitude will help you to build a huge business for yourself and have an incredibly successful life. I challenge you this week to read your WHY card, consult your Mastermind Team daily and speak to three new people a day about your business.