Doc Bunkum
07-15-2010, 07:19 AM
Techniques of Persuasion in MLM or Network Marketing Companies (http://www.energygrid.com/money/2004/03ap-mlm.html)
"A few years back, I attended a closed-door training program for top distributors that was being run by a leading US network marketing company. I was a little disturbed by how this company wanted its distributors to manipulate their way to greater success, and I ended up making four pages of notes which I reproduce at the bottom of this article. These were shoved in my desk draws for many years until I glanced at them the other day and decided that they needed to be up their, on the web, so that people involved with MLM can take heed of the level of manipulation that can often lurk behind friendly smiles, "caring" companies and confident manners.
Here are my notes verbatim, with no embellishment or correction. Make of them what you will (some of them don't make sense to me any more), but bear in mind that these were an integral part of a successful MLM company's training program for its top distributors, a company that presents itself to the public as caring and sharing, whilst holding closed-door trainings that include this material. I have heard from a friend heavily involved in MLM that these sorts of trainings are pretty standard these days."
NOTES FROM MLM TRAINING PROGRAM
Each new agent you find must commit to the following:
1. Continue to use the products.
2. Keep doing what friends do.
3. Influence at least 5 new people each year to take the products and become agents themselves.
There are only 2 addictions:
1. The addiction to control.
2. The addiction to belief systems.
Influence your friends to use these products.
Influence anyone you sell products to to become an agent for the company.
Influence your downline agents to continue being active.
Strive to attain an every increasing level of competence and confidence.
Do what friends do…
Causes to celebrate with friends:
1. Anything to do with the company.
2. Reaching sales targets.
3. Reaching a new level of rebate category.
4. Becoming a distributor.
5. Sponsoring a new agent.
Know the tools of influence
Our vision is to be the largest and most successful network marketing company in the world, supplying our products to every person on earth - our global family - and training leaders capable of global stewardship.
The most compelling motivation on Earth is the desire to make a contribution.
Acknowledgement is the best way to establish rapport and the fastest way to change a person's state.
To be effective, you must be absolutely certain that what you are selling adds value to the person's life.
The best sales people on Earth know that if they don't sell the product they are actually do the customer a disservice.
If I believe something I no longer question it.
If I doubt something I no longer believe it.
Certainty = power
Make sure that people know what the product is worth before they know what the price is.
Never use the word "but" in response to on objection.
I am committed to expanding my sphere of influence.
I am committed to destroying doubt and installing certainty.
Expensive = Good
If someone objects that the products you are selling are very expensive, reply to them in the following manner: "I would pay ten times as much because… ". Remember to tell them that you get what you pay for.
Always sell the expensive products first, that way others won't seem expensive but cheaper in comparison.
We should try to repay in kind what another person has provided us.
Surprise is an additional influencing factor. Don't preannounce that you're giving a gift. It allows the customer to erect barriers and minimize the value of the gift.
Take away their worries and you will be successful.
Get people to make small commitment statements.
We view a behaviour as correct in an given situation to the degree we see others perform it. Therefore, show pictures of different people using our products, signing up as agents, and holding meetings.
What you believe is what you see.
People like to buy from people they like.
People like people who are like them.
People obey or respond to people they perceive as being authorities. Use authority in your presentation… talking about doctor's opinions, teacher's opinions and professor's opinions. Wear a suit and tie. Drive an expensive car and wear an expensive watch. Take clients out to expensive restaurants.
From: Techniques of Persuasion in MLM or Network Marketing Companies (http://www.energygrid.com/money/2004/03ap-mlm.html)
In a nutshell, what the author of the article above said:
http://www.ashie.com/sheeple%20copy.gif
"A few years back, I attended a closed-door training program for top distributors that was being run by a leading US network marketing company. I was a little disturbed by how this company wanted its distributors to manipulate their way to greater success, and I ended up making four pages of notes which I reproduce at the bottom of this article. These were shoved in my desk draws for many years until I glanced at them the other day and decided that they needed to be up their, on the web, so that people involved with MLM can take heed of the level of manipulation that can often lurk behind friendly smiles, "caring" companies and confident manners.
Here are my notes verbatim, with no embellishment or correction. Make of them what you will (some of them don't make sense to me any more), but bear in mind that these were an integral part of a successful MLM company's training program for its top distributors, a company that presents itself to the public as caring and sharing, whilst holding closed-door trainings that include this material. I have heard from a friend heavily involved in MLM that these sorts of trainings are pretty standard these days."
NOTES FROM MLM TRAINING PROGRAM
Each new agent you find must commit to the following:
1. Continue to use the products.
2. Keep doing what friends do.
3. Influence at least 5 new people each year to take the products and become agents themselves.
There are only 2 addictions:
1. The addiction to control.
2. The addiction to belief systems.
Influence your friends to use these products.
Influence anyone you sell products to to become an agent for the company.
Influence your downline agents to continue being active.
Strive to attain an every increasing level of competence and confidence.
Do what friends do…
Causes to celebrate with friends:
1. Anything to do with the company.
2. Reaching sales targets.
3. Reaching a new level of rebate category.
4. Becoming a distributor.
5. Sponsoring a new agent.
Know the tools of influence
Our vision is to be the largest and most successful network marketing company in the world, supplying our products to every person on earth - our global family - and training leaders capable of global stewardship.
The most compelling motivation on Earth is the desire to make a contribution.
Acknowledgement is the best way to establish rapport and the fastest way to change a person's state.
To be effective, you must be absolutely certain that what you are selling adds value to the person's life.
The best sales people on Earth know that if they don't sell the product they are actually do the customer a disservice.
If I believe something I no longer question it.
If I doubt something I no longer believe it.
Certainty = power
Make sure that people know what the product is worth before they know what the price is.
Never use the word "but" in response to on objection.
I am committed to expanding my sphere of influence.
I am committed to destroying doubt and installing certainty.
Expensive = Good
If someone objects that the products you are selling are very expensive, reply to them in the following manner: "I would pay ten times as much because… ". Remember to tell them that you get what you pay for.
Always sell the expensive products first, that way others won't seem expensive but cheaper in comparison.
We should try to repay in kind what another person has provided us.
Surprise is an additional influencing factor. Don't preannounce that you're giving a gift. It allows the customer to erect barriers and minimize the value of the gift.
Take away their worries and you will be successful.
Get people to make small commitment statements.
We view a behaviour as correct in an given situation to the degree we see others perform it. Therefore, show pictures of different people using our products, signing up as agents, and holding meetings.
What you believe is what you see.
People like to buy from people they like.
People like people who are like them.
People obey or respond to people they perceive as being authorities. Use authority in your presentation… talking about doctor's opinions, teacher's opinions and professor's opinions. Wear a suit and tie. Drive an expensive car and wear an expensive watch. Take clients out to expensive restaurants.
From: Techniques of Persuasion in MLM or Network Marketing Companies (http://www.energygrid.com/money/2004/03ap-mlm.html)
In a nutshell, what the author of the article above said:
http://www.ashie.com/sheeple%20copy.gif