What Do You Say...
...to "I don't know enough yet"?
Marianne attends every meeting and training in
her area. She takes notes and asks great questions.
From where you stand, she's more than ready to get
her business moving -- she's the only representative
you know who has read the entire manual -- but she
hasn't taken any action! Why isn't she doing
You decide to ask directly, "Marianne, your
business won't go anywhere until you talk to people.
Why aren't you making calls and inviting prospects
She replies, "I've never done Network Marketing
before, and the products are new to me, too. I don't
know enough yet."
What do you say?
Cindy Prince, an Achiever after one year with
USANA, is also a Lifetime Member. She lives in North
Marianne may fear rejection or failure or even
success. It's important to pinpoint that, but even
more important to instill in her the belief that she
I'd say: Marianne, you know more about this
company and the products than the CEO! Let's do a
three-way call together so you can relax and listen
to how I approach a prospect. We'll do calls this
way until you get comfortable with the process.
If her prospects are local, I'd suggest: Why
don't you call your top five prospects and arrange a
coffee or lunch date. Tell them you have someone
you'd like them to meet, and be sure to arrange it
in a casual, comfortable atmosphere that is
relatively free of distractions. Don't tell them
anything more than that, it will all unfold during
the course of the meal. All you have to do is
introduce us, and then relax and watch how I conduct
Jim and Jane Atencio are experienced Networkers
and Lifetime Members. They have achieved the level of
Executive Coordinator in their first year with Market
America. The Atencios live in Georgetown, TX.
Marianne, I felt the very same way when I first
began this business. The question I needed to ask
myself was: "What's missing, which if I put it in,
would make this work for me?" What I found missing
was not how much knowledge and training I lacked
about the business and the products, it was about
using and sharing my experiences with the products.
I was then able to build relationships and thus
overcome my fear of this business working for me.
You already possess all the tools to make this
business work for you. Let's approach it as a
Ten-year industry veteran Nina Sutcliffe recently
joined Pre-Paid Legal Services. She lives in Middletown,
Here's how I'd handle it: Marianne, I'm so glad
that you shared your thoughts with me -- we're a lot
alike! When I began, I wanted to learn everything
before talking to people. Then I realized that the
only true way to learn how to do our business is by
doing our business. No matter how well read we are
on a subject, when we actually get started we're
going to make mistakes ...it's part of the process.
It's like learning to ride a bike: You can read for
months and learn everything about bicycles from how
they're made to what makes the brakes work, but
ultimately the only way to learn how to ride is to
get on and pedal! Would you agree?
Remember, all you have to know now is how we
invite people to meetings. Your prospect will learn
about the products and the opportunity there. Can
you set aside about an hour tonight to do some
calls? I'd actually like to make some of those calls
with you -- that way you'll get comfortable with it
quickly. Are you willing to do some pedaling?
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Reprinted with permission from Upline, What Do You Say?
- February 2000, 888-UPLINE-1, http://www.upline.com