A Sense of Urgency

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speak with people about your opportunity. They’ll probably not be interested anyway, so why go through the trouble? We get what we expect, so check your belief level first if your motivation is lacking.

DISCIPLINE AND LOYALTY

We live in a world where these two great words—discipline and loyalty—are becoming meaningless. Does this mean that they are worthless? On the contrary, they are becoming priceless qualities because they are so hard to develop in the first place. And should you be one of the fortunate few who have caught the vision of how network marketing can contribute to your life and to the lives of others you introduce it to, your battle has just begun. This is because the greatest battle is to keep what you’ve learned through these two priceless qualities.

Discipline is that great quality that few people use that enables them to be constructively busy all the time in the pursuit of their goals. Even in discouragement, rejection, and defeat, discipline will rescue you and usher you to a new place to keep constructively busy while you forget about doubt, worry, and self-pity. Oh that more men and women in this day would realize the absolute necessity of discipline and the degree of growth and happiness to be attained from it. In network marketing, maintaining the discipline to prospect and follow up those prospects every day will surely go far in ensuring your ultimate success. Discipline is essential to produce a result in any action plan, but it is even more critical when things are not going well. It’s too easy to return to what is convenient rather than maintain the discipline to stay in action despite the challenges and disappointments.

Most people think that loyalty is to a thing or to a person when actually it is to one’s own self. Some think that it is to a goal or an objective, but again it is to one’s own convictions. If loyalty has to be earned, then it is deserved and is hardly more than devoted emotion based on a temporary feeling. No, loyalty is the character of a person who has given oneself to a task, and this person will always realize that out of a loyal heart will spring all the other virtues that make life one of depth and growth.

Be loyal to yourself and go about your daily efforts with a disciplined sense of urgency, expecting that you will touch countless lives with your products and income opportunity. When you spend your days introducing others to your business with a passion that speaks your enthusiasm for what this awesome opportunity can do for others (and for you as a result of you contributing to them), you will give forth an energy that attracts others to you. They will see and feel your commitment to share the gift that network marketing can be and will want to partner with you, inspired by your belief and positive expectation.

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Charles E. “Tremendous” Jones, CPAE (Council of Peers Award for Excellence), was born in Alabama and grew up in Pennsylvania. He now resides in Mechanicsburg, Pennsylvania, with his wife, Gloria. They have six children, seven grandchildren, and two great-grandsons. He received a Doctor of Humane Letters from the Central Pennsylvania College and Doctor of Christian Education from Canyonville Christian Academy. Jones entered the insurance business at age 22 with MONY Life Insurance Company. At age 23, he was awarded his agency’s Most Valuable Associate Award. Ten years later, he received his company’s highest management award for recruiting, manpower and development, and business management. At age 37, his organization exceeded $100 million in force, at which time he founded Life Management Services, to share his experience through seminars and consulting services.

For more than a quarter of a century, thousands of audiences in the United States, Canada, Mexico, Australia, New Zealand, Europe, and Asia have experienced nonstop laughter as Mr. Jones shares his ideas about life’s most challenging situations in business and at home. He is the author of Life Is Tremendous, with more than 2,000,000 copies in print in 12 languages. Two of his speeches, “The Price of Leadership” and “Where Does Leadership Begin?,” have been enjoyed by millions on video, on cassette, and at conventions. He is featured in the Leadership by the Book television series with Ken Blanchard, Dynamic Achievers World Network television series, the Automotive Sales Training Network satellite training service, “Insights into Excellence” video training series, Nightingale’s “Executive Treasury of Humor” cassette series, and two 30-minute color films by Sales Masters, The Leading Edge and Learn- ing—A Tremendous Experience. More than 1,000 companies throughout the world have used the films.

Mr. Jones is the president of Life Management Services, Inc.; CEO of Executive Books; member of the advisory board of Investment Timing Service; chairman, Pneumedic Corporation; member of the National Speakers Association Hall of Fame; and member of the Speakers Roundtable. In 2001 he was recognized by the National Speakers Association as one the top 20 speakers of the twentieth century. E-mail him at [e-mail] and visit his web site at www.ExecutiveBooks.com.

Chapter

13

The Art of Persuasion

Nido Qubein

Do you want to boost your selling power and effectiveness in network marketing? Then add power to your persuasion. But how can you add power to your persuasion? How can you become more effective at persuading your customers to buy and become more effective at

persuading your prospects to join your team?

Let’s look at the way skilled professionals put power into their ability to persuade. Let me share with you 10 secrets I’ve learned from some of the most persuasive people in America—10 ways to add power to your persuasion. I call them the 10 Ps of persuasion.

1. BE POSITIVE

One of the most successful insurance salesmen in America is a country fellow from south Georgia, who says, “You can no more sell something you don’t believe in than you can come back from some place you ain’t been.” Successful salespeople are positive people. Successful network marketers are, too. They have positive mental attitudes about themselves, the companies they represent, the products or services they’re selling, the prospects they’re attempting to persuade, the country they live in. They’re positive about everything. Enthusiasm is contagious. When you’re excited about life and the work you’re doing, you can persuade with power, because you can get other people excited.

2. PROSPECT

Successful networkers have learned to direct their persuasive power toward people who have the mental and physical resources necessary to achieve success in this business. In addition to offering their opportunity to everyone

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without prejudging their suitability, successful networkers also pinpoint those prospects who are likely to possess the qualities necessary to ensure long-term success and therefore profitability. They look for people who are coachable and for those who have shown a propensity for doing those things that have resulted in accomplishment in other areas of life and business.

In short, the powerful persuader prospects deliberately, targeting purposeful efforts at people who have the desire, resources, motivation, and willingness to make sound decisions to move their businesses forward, and the potential for attracting other successful people.

3. PREPARE

Red Motley, who started Parade magazine, said that the average person will work like crazy to get a sales appointment or an opportunity to make a business presentation, then blow the opportunity with a poor presentation after the prospect has agreed to the interview.

You don’t persuade busy people by rambling on for 40 minutes about features and benefits of your products or company. Usually, after such disjointed presentations, neither the networker nor the prospect can summarize what’s just been said. Professional networkers always do their homework. They know that the better they’re prepared, the more persuasive they’ll be when they walk in to make a presentation. They research to find out everything they need to know about the prospect. They plan what they will show and what they will say, and they practice, practice, practice.

4. PERFORM

Amateur networkers are easily let down when their prospect turns out to not be interested in their income opportunity or their potential customer refuses to make a purchase. How could that customer not want these great products? How could that prospect not see the value in this marvelous opportunity? They must be idiots!

The customer and prospect were not idiots. Either the novice networker simply did not create sufficient value to persuade the customer to buy or the prospect to join or, perhaps, the products or opportunity were simply not a fit.

Remember: People don’t typically know the benefits of using your wonderful products or joining your extraordinary company. Communicating this extreme value is your responsibility. If you don’t make a strong presentation, you can’t persuade your prospect to buy or join.

Powerful persuaders are like stage actors playing to a full house. They are artists at making their presentations. They’re entertaining and informative