Presenting MLM Style - Continued

This article originally appeared in the public speaking magazine - MLM Australia

If you start selling your product halfway through a plan presentation, the prospect may take this as an opportunity to break your presentation.  This will make it difficult finish the way you want.  You will end up jumping from selling your plan, to product, and hopefully back to the plan again.  This does not make for a smooth presentation.  If it is an important part of your plan to have the prospect buy products upon joining (and it should be), follow the order – make them a member (complete the plan presentation) and then get them the product (complete the product presentation).

Once you have decided what your objectives for your presentation will be, look at what you are selling from the customers’ point of view.  This is feature/benefit selling at its most basic.  The features provide the benefits, and this is what people buy.  A feature of a car is the breaks; the benefit is being able to stop.

Most people look at the feature and benefits for the products that they are selling, but how many do it for the plan as well?  What are the benefits of the plan that a prospect can get a firm grasp of there and then?  A bonus cheque from 7 generations deep certainly provides a great benefit to the bank account, but it can also take a long time to create.  It is not something that they can benefit from today!  Today's benefit may be reducing cost of the products they are already buying from you or an additional $100 per week from showing products to their friends.

Once you have determined the full rang of benefits of what you are selling, it is important to determine the most appropriate ones to use. Don’t try and mention all the benefits straight up. If you do, you’ll have nothing left in reserve. Then were do you go with objections?

Also, don’t use the same benefits on all your prospects. After all, what is important to a 40 year old, single mother of 3 looking for extra income is going to be different to a 20-something who is looking to set themselves up for life.

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