Pendulum Theory (Part I of II)
Question: If you have the choice of prospects to call on (positive, negative, or neutral), which prospect do you have the least chance of recruiting into your business?
In this issue you will see examples of The Crossover Move, The Fade Move, Embedded Commands, and Cushions. This is really going to be fun.
Pendulum Theory is based upon physic’s First Law of Motion which states: An object in motion tends to stay in motion, and an object at rest tends to stay at rest.
Here’s how it works. Imagine a pendulum that swings back and forth from left to right, or right to left. At one end of the pendulum is a negative prospect. As the pendulum swings to the other end, you have a positive prospect. When the pendulum comes to a rest, you find a neutral prospect. The rule is to stay to the left of where the prospect is.
These are the three prospect types. In any recruiting call, you will find the prospect to be some degree of positive, negative, or neutral. Your job is to get the person to swing far enough to one side of the pendulum that they will make a decision. A prospect will only make a committed decision when they have reached the far right (and are kept there), or far left of the pendulum.
Pendulum Theory is very powerful, and is true sales psychology. It takes lots of practice and skill to use this, but it produces amazing results. It keeps the prospect emotional throughout the call. Never forget, promoting an opportunity is emotion driven.
Please Note: Before you begin working Pendulum Theory, you need to make sure that the prospect is on the positive side of the Bonding & Rapport Meter (we will cover the B&R Meter at a future date).
In the example below, you will see how we deal with each of the prospect types. Please understand this is just one way of approaching each prospect (there are hundreds of variations).
The Negative Prospect:
The negative prospect says: “I don’t like this industry! And if that’s your opportunity, I’m just not interested.”
Ouch! That’s pretty negative. Let’s see if we can get him moving in the other direction.
You come back and say: “I understand. I’ve definitely heard that one before.” (that’s called a cushion) “Sometimes when I hear that, it is not worth us discussing how my business partner and I made $241,000 last year in this business.” (that’s a fade move) “I don’t know if that number is big enough to get your attention?” (another fade move, with a question)
Now you might be saying to yourself, I didn’t make that much money in my business. But I never said that YOU did, I said, you and your business partner. You could have make $2,000 and your business partner made $239,000. Together you made $241,000.
If the prospect is truly “looking,” those moves should be enough to get him to swing in the positive direction. You may have to go back and forth a fair amount before he turns positive enough to join you in business, but you’re off to a great start.
To receive the Conversational Recruiting newsletter, sign up at our website: http://www.optimizedmlmleads.com/
To learn more about the marketing and recruiting services that we offer, please visit us at: http://www.goldcollarnetworker.com/
In this issue you will see examples of The Crossover Move, The Fade Move, Embedded Commands, and Cushions. This is really going to be fun.
Pendulum Theory is based upon physic’s First Law of Motion which states: An object in motion tends to stay in motion, and an object at rest tends to stay at rest.
Here’s how it works. Imagine a pendulum that swings back and forth from left to right, or right to left. At one end of the pendulum is a negative prospect. As the pendulum swings to the other end, you have a positive prospect. When the pendulum comes to a rest, you find a neutral prospect. The rule is to stay to the left of where the prospect is.
These are the three prospect types. In any recruiting call, you will find the prospect to be some degree of positive, negative, or neutral. Your job is to get the person to swing far enough to one side of the pendulum that they will make a decision. A prospect will only make a committed decision when they have reached the far right (and are kept there), or far left of the pendulum.
Pendulum Theory is very powerful, and is true sales psychology. It takes lots of practice and skill to use this, but it produces amazing results. It keeps the prospect emotional throughout the call. Never forget, promoting an opportunity is emotion driven.
Please Note: Before you begin working Pendulum Theory, you need to make sure that the prospect is on the positive side of the Bonding & Rapport Meter (we will cover the B&R Meter at a future date).
In the example below, you will see how we deal with each of the prospect types. Please understand this is just one way of approaching each prospect (there are hundreds of variations).
The Negative Prospect:
The negative prospect says: “I don’t like this industry! And if that’s your opportunity, I’m just not interested.”
Ouch! That’s pretty negative. Let’s see if we can get him moving in the other direction.
You come back and say: “I understand. I’ve definitely heard that one before.” (that’s called a cushion) “Sometimes when I hear that, it is not worth us discussing how my business partner and I made $241,000 last year in this business.” (that’s a fade move) “I don’t know if that number is big enough to get your attention?” (another fade move, with a question)
Now you might be saying to yourself, I didn’t make that much money in my business. But I never said that YOU did, I said, you and your business partner. You could have make $2,000 and your business partner made $239,000. Together you made $241,000.
If the prospect is truly “looking,” those moves should be enough to get him to swing in the positive direction. You may have to go back and forth a fair amount before he turns positive enough to join you in business, but you’re off to a great start.
To receive the Conversational Recruiting newsletter, sign up at our website: http://www.optimizedmlmleads.com/
To learn more about the marketing and recruiting services that we offer, please visit us at: http://www.goldcollarnetworker.com/
posted by Ed Forteau at 11:22 AM
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