Team call with dialogue from Joe Shoop 10/24/07
terica...@gmail.com
I tried to transcribe what Joe Shoop said as he did his dialogue on
our last team call. The information was so great - I thought others
might benefit from having it handy. I know I will. These are just my
notes, hope you enjoy them. Thanks a million Joe!
You have to talk to people so it makes sense to them. You have got to
give the individual the opportunity that makes sense to them. This is
the 3 things Joe has been teaching for 15 years:
Terminology
Perception
It has to make sense
The terminology that you use creates the perception for your prospect
and that perception, that terminology, that language, that
communication you have with them has to make sense. They can not be
thinking that you are some kind of unprofessional person which leads
us to the fact that you have to be prepared, all that being said this
entire thing is about preparation. It is important that we are
prepared, that takes work, and that is the secret to this business,
there is only one secret and there is no catch. It is called WORK,
You have to go to work, you have to know about your product, you have
to know about your business opportunity. Here is what most people want
to know, they want to know two things when you talk to them. What do
you want me to do and what is it I will be doing with your company?
Number two they want to know how much are you going to pay me to do
it? These are the two things and they apply to the corporate world as
well. People want to know, what do you want me to do and how much are
you going to pay me to do it? Those answers you have to be prepared
for, what do you want me to do. You can not fumble when someone is
saying, tell me about your company and what is it I am going to be
doing with you. We are not always going to be working with networkers
that know abut network marketing so we are going to have to be
prepared.
I don't go looking for someone on the street to talk to. If I happen
to be in line or something and I come across someone I want to talk to
and I happen to want to leave them my card then here is the thing you
don't do, you don't have a presentation right there on the spot, you
always schedule time to meet with them. Basically when I speak with
someone and I think they are sharp I ask them what do you do?
See someone at a store:
Always schedule a time to meet with them.
Ask: What do you do ____________ great!
Listen, what I do with my company is I create directors in my
Company. I don't have time to talk right now - here is my card or my
number. We should get together and talk.
People want to know what that is all about when I say "I create
directors" and when you get that language in your head, if you get
that philosophy in your head, what it is that you are doing, you are
creating a business here and you need directors in your company so you
create business associates. You can use the directors but what I do
is important for them to know because that is what they are going to
be doing. I create either directors or I create business partners for
my company.
If you stand in line and tell people about Zrii, it has this wonderful
juice called Amalaki, if you start that in line everyone is going to
run from you, you don't do that. You basically tell them I am a
business person and we should get together and talk because my company
is expanding and we are looking for a few key people. That is
basically what you want to tell them, that is one scenario.
The second part is if you are a person that buys leads, uses leads,
creates leads, and you are going to talk to somebody for the first
time, they have an interest because they said they did. They want to
work from home, they would like some information. Here is what you
have to do with that person. Let's say I call John.
Hey John, It's Joe Shoop here giving you a quick call here from North
Carolina, how are you doing? Hey John, the reason I called you, you
were on my website recently, or John you requested information about
working from home and I wanted to give you a little bit more
information, do you have a pencil handy? Now that is how I start the
conversation 99% of the time. It's Joe Shoop, You have to go
introduction, you have to tell them what you are doing, what you are
looking for and what you want them to do. The conversation should
basically take less than 5 minutes, you have to find out, take their
temperature and find out if this is a person you want to work with.
You have to come across as if you are looking for somebody, you have
to be a little picky about it, you want to find out if they are the
right person. John, Joe Shoop giving you a quick call from North
Carolina, how are you? Hey John, the reason I called you, recently
you were on my website, I wanted to speak with you about managing a
business from home with my company; I wanted to give you some
additional information. Do you have a pencil handy?
Now, if John has already looked at something then I have a little
different approach because I am going to talk to him about that and
let's assume now that when I call John back he has already seen the
information, here comes my dialogue: John, it's Joe Shoop and we were
scheduled to get together, or John, you were on my website and you
obtained some information and I would like to ask you a quick
question? From this point there is going to be a couple of
questions. I'm going to take his temperature now, I'm going to find
out whether or not we have somebody we really want to work with and
that will go like this. John, on a scale of one to ten how do you
rate that information? I never would ask somebody what did you think
because you are going to bet a conversation yu don't want. You need
to get on and off of the phone in less than 5 minutes and find out
whether or not you have a candidate, you have a prospect but you don't
know whether or not you have a partner, let's find out because most
people are going to say no anyway. John, on a scale of one to ten how
did you rate that website or presentation? And, they are going to
tell you, if they tell you less than 6 then you don't have a prospect,
you might want to you might want to tell them a little bit more and
try to make a customer out of them. If they tell you 6 or above (6
is a little weak) If they tell you 8-10, I though it was great. At
that particular point you are going to discuss a little about the
business and then also you are going to ask John, (here is a great
question to write down and this is not in sequence, it may be but you
would ask these questions at different times). Here is the next
question, John, let me ask you this, now that you know more about our
company, you are excited about it, let me ask you this question. If
you were going to work with me in this company, if we were going to
form a partnership and work together, let me ask you this question,
how much money do you need to make on a monthly basis to make it worth
your time? John is going to give you an answer. I don't care if he
gives you $500 to $5,000, either way you can show him how to do it,
network marketing is about making as much money as you want if you
work hard, that is the key. So if John says hypothetically, he works
full time IBM and wants to make an extra $500 a month, if that is what
he is looking for we can show him how to make that. Here is the
biggest mistake people make when they try to tell somebody about the
business, about working with them, they tell them to shoot for pie in
the sky stuff, "Well, you can make thousands", you don't want to do
that to somebody, you want to find out about them. Remember the
person asking the questions is the one in control; that is how you
stay in control, asking questions. So, you get the answer of $500 and
that $500 you have to understand in our company the comp plan. Let's
hypothetically say that for every 25 oz. bottle that you sold you made
$10.00, let's just say that is true for the moment. The package you
sold to someone you were going to make $10, hypothetical (this is just
an example) then how many bottles would you have to sell in a month to
make $500 How many customers would he need, he needs 50. Most people
can't get 50 anyway. John you will need about 50 customers to make
$500 a month and that would work for you, right? Yeah, that would
work for me. Great, Ok John let me ask you this question, now this is
a closing question, I have taken some temperatures along the way and
now I'm going to ask him a closing question. John, if I can show you
how to make that $500 a month, if I can actually have you participate
with me, I can help you and show you how to make the $500 is there any
reason why yu wouldn't want to start with me today? You don't say
could you start, would you start, do you want to start. You always
say is there any reason why you wouldn't, - make him give you a
reason. That is the basics of that. Now, John is a bit more
sophisticated and he says I want to make a couple of thousand.
Well, we don't talk to him about 200 customers, we are going to show
him how to get 10 or 20 customers and we are going to show him how to
build a team of people because it is not just about a handful of
customers that we need. I always recommend that people get anywhere
between 15 and 20 customers under your belt for your own personal
volume but from that point on show other people how to do the same
thing and you will increase your income. It is about building
relationships, building another team of people, teams of people who
are doing the same thing - they are offering product or service to
people and they are looking for partners to partner up with. That is
the basics of my dialogue and that is the dialogue that I have been
teaching for years and we have lots of people that follow that and we
could put people on the phone right now and show you how effective
that really is. When you are talking to someone they want to know you
are professional and with that kind of attitude, with that kind of
dialogue and terminology, people will know that you are serious and
they will know that you are professional. People don't follow
companies, they follow people and if they are going to follow somebody
and you are a professional, they are going to follow you. Be a leader
and have people follow you, take their temperature, find out what they
are looking for, be a good professional, get prepared, and learn.
That's my dialogue in a nutshell.