Sales People “Close” Network Marketers “Develop Leaders”
August 25th, 2009
A Dale Calvert ARTICLE:
As I look back on the last 30 years in the network marketing
industry, 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 then you will have
to continue to sell them to do anything after they join. Nobody
has time for that.
You are looking for people that are looking for opportunity.
“A person convinced against their will is of the same opinion still”
When I first got involved in the network marketing industry I
read all of 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 1 time up front commissions.
If you want to learn to close then get involved in high
commission sales. If you want to become effective in 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
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 deserve
* 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 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
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 window’s are closed,
but they ultimately become a waste of your time effort
The name of the game is sorting through people. Ametures
try to convince, professional’s 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
Play Two; Invite them to the hear the entire story via
live meeting, conference call or webinar.
After the play two event simply say “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
They may have objections such as:
“I don’t have the money”
“I don’t have the time”
“I can’t sell”
etc. etc. During my free upcoming webinar with Networking
Times, I will share with you EXACTLY how to
answer every objection you ever receive the rest of your
network marketing career. Go ahead and register right now
while it is fresh on your mind and I look forward to being
with you on September 30th.
You can register for this MLM Training here: