Recently, I find myself channeling Donald Trump when making prospecting calls. In my experience, this either qualifies or disqualifies prospects much more quickly and effectively.
For instance, the very first question I ask is, "Are you still interested in starting a business?" If the prospect answers anything but a firm "Yes," the call is over. No waffling, haggling, or convincing. I thank them for their time and move on.
I call this channeling Mr. Trump because it feels like I'm saying what he would in a similar situation. Here's an example of what I'm talking about:
"Hi John, this is Gregory McGuire. I'm just getting back to you because you had requested some information about a home-based, network marketing business. Are you still looking to start your own business?"
"Uh, well, I guess. What company did you say you were with?"
"I'm with Shaklee Corporation. John, you don't really sound too sure of yourself, so here's what I'd like to do: I'll email you a link to my website. You take a couple days to look it over, and if you're interested get back with me. Does that sound OK?"
"Yea, sure."
"Thanks, bye."
I'm not rude, but I don't waste any time, either. Either the person is interested or they're not. The prospecting phase is not the time to try to sell anything, including your opportunity.
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