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FreedomFire
Administrator
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Posted: Mon Apr 10th, 2006 10:48 pm |
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Phone Phobia and How To Get Over It
It's been awhile since we've heard from my friend Doug Firebaugh of PassionFire. So....without further adieu...here's a subject we all can improve on..........
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MLM Training- Phone Phobia and How To Get Over It by Doug Firebaugh
So....
You look at the telephone and weird things start to happen with fear?
Let me see -- I bet I can describe it. I went through it, and fortunately now teach how to conquer it for MLM and Network Marketing.
1) You get a knot in your stomach.
2) You get anxious and start dreading the call.
3) You actually start sweating and heart pounds.
4) You begin to think of other things you need to do.
5) You decide to go do them.
Sound famliar?
That is what I used to do constantly until one day we realized some things that made a HUGE difference in our phone calls in network marketing. When the "light went on" and we actually understood the Psychology of the Telephone, it made all the difference in the world.
On the telphone in mlm, your job really is to do one thing:
Separate.
Your job is to talk to people and separate people into 2 groups:
People that are OPEN to new ideas.
People that are not open to new ideas.
And the ones that are not open to new ideas right now, are simply people you put in your 'later' file. You are a messenger, and every phone call is simply a delivery vehicle. Either way, you have been successful at separating the people you talk to in network marketing.
And combine that with these three relizations, you will find some relief with Phone Phobia.
Here are the 3 realizations we had about the telephone in network marketing and what the REALITY is, versus what we think we are doing.
1) ALL a phone call is, is a CONVERSATION
That is it. It is simply a conversation that you have done a thousand times before. And the secret to getting past the phone phobia in MLM is to have NO agenda for the call except to hold a conversation with the person and see if they are open to a new idea.
That is it. You want to talk to them and see if they are open to a new idea that would help them. If they are not open, then talk about them. If they are open, then ask some questions about what they are looking to happen in their life and what they would like to improve. Have no agenda, except to help people, and if you can great. If you cannot, great. You have still held a conversation that went well.
2) Understand that all phone phobia is based on the fear of the wrong results.
If you knew you would get all yeses, then you would call people 24/7. But you know that you will not, so you get scared.
How about changing your paradigm?
How about looking at the phone call NOT from a results standpoint, but a PRACTICE standpoint, and you are calling people to practice and get better, and sharpen your skills? Results are partly a fruit of a good skill set and why not get better at it while you work?
INFERNO Secret:
You are NOT in charge of results. You are only in charge of getting better at the phone which will improve your results dramatically.
Are you in the market currently for a $400,000 Bentley? No? If a friend of yours who is marketing them calls you and tells you about them, have they done something wrong? Just because they do not sell you one, should they quit selling them? Of course not. You simply were not in the market right now for one.
It is the same thing with Network marketing. Some people simply will not be in the market for what you are marketing.
Do not worry about results. They will come. Worry about getting better, and getting an expertise in using the telephone that you can train your downline with.
3) Realize that Phone Phobia is also an opinion. A wrong one.
You are calling to hold a conversation with someone to HELP THEM, not sell them or recruit them. Many people look at using the telephoine in network marketing as "bothering my friends." That is an opinion in error. How can you bother friends when you calling to see if you can help them?
You do not know if they are who you are looking for, and if your mlm products and services are what they need. You are not bothering them, but offering them a message with some new information that could possibly help their life.
Make your opinion count. Get out of the "bother zone' and into the "message zone." If your message is not received, then they are not open to new ideas. It is that simple.
Your job is to find out if they are open or not.
Ok....
Look at the phone.
Touch it.
This is your conversation tool. This is your Wealth Vault and holds the keys to a lot of money in your life and other's lives.
Your job is to call people and talk about THEM, and see if they are open to a new idea.
You are not in charge of results, and you are not in charge of what they say. You are in charge of talking about them and what is BEST FOR THEM.
Dial the number.
Start your normal conversation and ask about their life, family, and job.
Ask for their help. You need some people to try your products.
If they say yes- you have succeeded. They are open to new ideas.
If they say no, you have succeeded. You have found that they are not open to new ideas.
Are you bleeding or need a doctor? No?
See? Do this over and over, and hold conversations with people about them and what is best for them. You will find your phone phobia going away in your MLM and Network Marketing Business.
blessings...doug
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For more wit and wisdom from my buddy Doug visit PassionFire.
God Bless,
Michael
____________________
*..Best MLM Resources..*
Commission River = MORE $$
"How To Have A Custom MLM Website"
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jamesleong
Member
| Joined: | Mon Apr 10th, 2006 |
| Location: | Singapore |
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Posted: Wed Apr 26th, 2006 12:02 pm |
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Here's another great way to handle the butterflies in your belly whenever you make that phone call. It's by my friend, a fellow NLP Practitioner, Peter Freeth.
Cheers,
James Leong
Cold Calling with NLP
by Peter Freeth
The other day, I received this email from a recruitment consultant:
"I would just like to say a BIG, BIG thanks, I feel totally transformed, my 'phone fear' has disappeared. Its really quite weird, but I don't hesitate to pick the phone and ring people, in the past 10 days I've picked up 4-5 briefs. When I see an opportunity I just grab it.
I've noticed a big difference in my day too, I just don't know where the hours go, and I wish there were longer hours in the day to fit everything in. This will make you laugh, the last few days I've had lots of admin work, and haven't been able to get on the phone, I actually heard myself saying that 'I wish I was on the phone more' can you believe it?"
What would it be like if you felt the same way about your sales calls? Now, in order for you to be succeeding at your job, you must already be making sales calls, so I'm not talking about teaching you the basics here. I'm presuming you already do make calls, but maybe you tidy your desk, answer your emails and make a cup of coffee before you get yourself into the right mood. Maybe you stop after ten calls instead of stopping when the clients have all gone home. Maybe you make it harder for yourself than it needs to be.
Maybe you already love sales calls and you're already getting great results, in which case – why are you reading this? Get on the phone!
So, I'm presuming that you're reading this because you'd like to get the same results as the person who wrote that email. The good news is that this can happen very quickly. The longest this has ever taken was about an hour, the shortest about 10 seconds.
But how? Well, the exact process varies from one person to the next because every person I've ever worked with creates this situation in a slightly different, unique way – and so will you. Having said that, there are some general principles and patterns that I can tell you about that you can use right away to improve your approach and therefore your results.
Firstly, stop cold calling. It's difficult, time consuming and produces poor results. Instead, spend some time each day calling people you haven't spoken to before and finding out how you can help them.
Secondly, At the moment you pick up the phone to dial, what picture pops into your head? What does the voice in your head say? Do you begin your call by apologising, or does your voice tone demonstrate the pride you take in your job? Just work through these simple steps, giving yourself time to think this through very carefully:
Imagine yourself sitting at your desk at the time you would begin making sales calls. As you imagine starting to dial, what picture pops into your head. Specifically, whose picture? If you find sales calls consistently difficult, I'm guessing the picture is of someone you don't have much in common with who doesn't look pleased to hear from you. If you find calls randomly difficult, I'm guessing there's no coherent picture. In either case, that's good news.
Next, imagine you're about to call your best friend or someone you like very, very much. You know exactly what I mean. As you dial, what picture pops into your mind? Now, stop and think about yourself – are you smiling? Are you sitting upright? Are you dialling eagerly? When you speak, does your tone of voice reflect this?
So, if you imagine someone who doesn't want to talk to you, simply imagine reaching out and grabbing the picture, screwing it into a ball and throwing it over your shoulder. Then simply draw a new picture of someone who looks like you, who you have something in common with and who looks pleased to hear from you, or at least open minded. Imagine calling that person and notice how your voice tone is different.
Practice this a few times, just repeating the process over and over. Imagine starting to dial, see the face of someone you want to talk to, hear your positive voice tone, notice how that feels nice to talk to someone who enjoys talking to you.
Thirdly, what do you say to yourself before, during and after the call? If it's in any way critical that's not helping. Often, the voice in your head has really valuable feedback but you don't hear it because it just sounds like nagging or criticism. Think again about sitting down to make your calls and this time pay attention to what you are saying to yourself. Change the voice tone to something more neutral, like a news reader, or to a voice that you like – even something sexy! Now, listen to what the voice tells you – is the information more useful? You can also ask questions back. If the voice is critical, say "Thankyou! Now, how does that information help me?" or "Thankyou! Now, what do you suggest I do differently?" Oddly enough, you'll find the same approach works very well with that person in the office who always offers you helpful criticism.
Last of all, you can't really control what happens during each call as you are not in control of the person at the other end. They might be busy or tired and you know the importance of respecting their state. So, no matter how each call goes, it's important to treat each call as if it's your first. There are many ways that you can quickly control your state, and the simplest for our purposes here is through your focus of attention. Think of a time in the past when you felt really confident and in control of yourself. Remember that time in all the detail you can, recalling what you saw, heard and felt. Maybe you even remember some smells and tastes. When you have all that, think of a word, colour or piece of music that seems to represent it. Repeat this a few times so that the trigger becomes associated with the feeling. Now, in between calls simply replay the trigger and your state will switch to the confident, in control state.
After you have practiced all this for a day and then slept on it, your brain will build it into an unconscious calling routine for you so you won't even have to think in order to get good results. What's this based on? The principle that you are already following an unconscious process which is working perfectly for you. The process is fine but the results need a little tweak. By taking conscious control over the process and making some slight adjustments, you'll find that you can get surprising results, very quickly. How quickly? You'll only find out by finding out!
Peter Freeth is Director of Communications In Action and Co-Trainer with PPI Business NLP. As a leading business coach, Peter helps people, teams and organisations get better results, faster.
____________________
James Leong
http://www.MLMPersuasion.com
F*R*E*E* eCourse!... "Most Manipulative Information" ever presented! – Derek Liew,Former Sales Director of Nature’s Sunshine Products (Singapore)
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FreedomFire
Administrator
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Posted: Sun Aug 6th, 2006 06:12 pm |
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Good one James.....anyone else have tips or insights?
God Bless,
Michael
____________________
*..Best MLM Resources..*
Commission River = MORE $$
"How To Have A Custom MLM Website"
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jamesleong
Member
| Joined: | Mon Apr 10th, 2006 |
| Location: | Singapore |
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Posted: Mon Aug 7th, 2006 10:06 pm |
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Thanks Michael!
James 
____________________
James Leong
http://www.MLMPersuasion.com
F*R*E*E* eCourse!... "Most Manipulative Information" ever presented! – Derek Liew,Former Sales Director of Nature’s Sunshine Products (Singapore)
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Elias
Member
| Joined: | Wed Jul 26th, 2006 |
| Location: | Uppsala, Sweden |
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Posted: Sun Aug 13th, 2006 09:06 pm |
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Hi!
Very good information here.
I don't use the phone so much more when I am trying to
recruit people, but when I do, I think I have a good tip, when
you are calling to people that you know, but you haven't spoke
to them for a while.
I noticed that if I start the conversation with them, and I talk
about their life, and how things are going, and later on start
to talk about a business opportunity, they will think in their
mind, that, that's was the only reason why I called, to see
if they were open to join my business.
So, I usally start the conversation for example like this:
Hi, this is Henrik, I'm calling about Business, but first how
are you?
Then it feels like everything comes more natural, and I was
honest and told my friend the reason why I called.
Sincerely
Henrik
____________________
Tips, tricks and strategies on how to build your Online MLM Business.
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residnt
Member
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Posted: Mon Aug 14th, 2006 01:03 am |
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There are two problems that I have with dealing with cold calling. I don't necessarily care abut the ones who get all mad. First it's the time zone that I am in. I'm in the pacific time region and I find it very difficult to reach the east coast in a confortable time frame for the person that i am calling. Either I ge tup a 6 am to try and catch them on their way to work or call them after my work but that puts it close to 10 pm. Do you have any suggestions of how to deal with time zones?
Thanks
residnt
____________________
**ONLY LOSERS PAY FOR LEADS** Discover how average people with no marketing backgrounds are getting prospects to pay them....NEVER PAY FOR TRAFFIC AGAIN!!! http://www.payitforward4profits.com/residnt
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dadathome
Banned
| Joined: | Sun Aug 13th, 2006 |
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Posted: Mon Aug 14th, 2006 07:53 am |
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Hi residnt,
Have you tried using an online List-building service? It would not only solve the time differences, and allow you to recruit internationally, without huge phone bills.
And, it's a darn lot easier to do. No exposure to angry or disinterested people, the really interested look, the system provides them with ongoing information automatically, then they simply decide one way or the other.
Last edited on Mon Aug 14th, 2006 07:54 am by dadathome
____________________
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jamesleong
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Posted: Mon Aug 14th, 2006 11:09 am |
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Henrik,
That's what I do all the time, guess there's a universal
consciousness working in our midst 
James
____________________
James Leong
http://www.MLMPersuasion.com
F*R*E*E* eCourse!... "Most Manipulative Information" ever presented! – Derek Liew,Former Sales Director of Nature’s Sunshine Products (Singapore)
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Elias
Member
| Joined: | Wed Jul 26th, 2006 |
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Posted: Mon Aug 14th, 2006 09:52 pm |
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Hi James!
okay! Great, to hear that you are using the same tecniques.
Another one I use that (I have learned from another person)
is that I start the call by talking about everything in their and
my life, and so on, and after a while I ask:
-James, we have known each other for many years now, but we
have never spoke about business before, would you be offended
if we did?
When I start the calls with my friends, that way, then it's also comes
very natural for me, and most times when I ask that question it seems like
people feel that it is ok and fair, and they opens up, and it's easy to talk
business with them.
Sincerely
Henrik
____________________
Tips, tricks and strategies on how to build your Online MLM Business.
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jamesleong
Member
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Posted: Mon Aug 14th, 2006 10:10 pm |
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Henrik! Please stop! You're revealing just about
every tactic I wrote in my book 
James
____________________
James Leong
http://www.MLMPersuasion.com
F*R*E*E* eCourse!... "Most Manipulative Information" ever presented! – Derek Liew,Former Sales Director of Nature’s Sunshine Products (Singapore)
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TonyRush3
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| Joined: | Fri Sep 23rd, 2005 |
| Location: | Alabama USA |
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Posted: Tue Aug 15th, 2006 04:10 pm |
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In my experience, phone fear is simply a symptom of lack of belief. If they REALLY believed that calling those prospects back would put money in their pocket, they'd find that their fear is largely dissipated.
Here's what I mean. I had a guy who told me that he'd bought 250 leads and couldn't call them. He went on and on about it and he talked about how he really needed to get some money into his bank account. (There's another problem that we can talk about on another thread..."needing to make a sale").
Anyway, I told him that, if he was in a cash crunch, I might have an idea for him. I told him that I had plenty of prospects to call but that I was looking for an appointment setter to assist me.
I told him I'd pay him $15 per hour if he'd call the leads I gave him and set the appointment for them to attend one of our live presentation calls. I told him that it wasn't alot of money but that he could probably plan on helping me for at least 15 hours per week.
He agreed without a second's hesitation. And that's when I dropped the bomb.
There was no job. I wasn't looking for people to assist me in setting appointments. I didn't need him to work for me.
But, what I HAD done is illustrate to him that his problem was NOT that he couldn't call leads. It was that he has an employee mentality! He was more than happy to call leads and put them on a presentation call for $225 per week if he was working for me.....
...rather than do the same work for himself and earn thousands and build an empire.
Phone fear was not his problem. It was a symptom of a larger problem: He didn't really believe that the business would work for him.
And when he saw the situation for what it was...he got clear on his goals and calling leads became much simpler. Last I talked to him, he'd earned about $4,000 the previous month.
So, in my opinion, phone fear isn't a problem to be solved. It's a symptom of a larger problem that needs to be diagnosed and cured. Solve that problem and the phone fear will go away on its own.
Tony Rush
____________________
Tony Rush has been fulltime in network marketing since 1996. He currently serves in the Executive Marketing Council for a large direct sales company and is the co-author of "It's Time...For Network Marketing".
http://www.tonyrush.com
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jamesleong
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Posted: Tue Aug 15th, 2006 04:31 pm |
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That's a great story Tony!
In NLP speak, you practically reframe that person
James
____________________
James Leong
http://www.MLMPersuasion.com
F*R*E*E* eCourse!... "Most Manipulative Information" ever presented! – Derek Liew,Former Sales Director of Nature’s Sunshine Products (Singapore)
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Elias
Member
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Posted: Tue Aug 15th, 2006 07:11 pm |
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Hi!
Yes most people has an "employment mentality".
They simply, cant see the "big picture" for them self.
That's very sad, because that's lower their chances to
succeed a LOT.
But, when the promise is clear, people will pay the price,
so I use similar techniques all the time.
I promise something of the future, if they do something in
return.
For example, that you Broadcast a message to your Downline,
and say that the top recruiter for this month will get a paid trip
for 2 people somewhere.
Sincerely
Henrik
____________________
Tips, tricks and strategies on how to build your Online MLM Business.
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TonyRush3
Member
| Joined: | Fri Sep 23rd, 2005 |
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Posted: Tue Aug 15th, 2006 08:32 pm |
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Henrik, I agree with you that "people will pay the price if the promise is clear"....but don't you also agree that there's nothing more compelling and motivating that the promise of achieving their own goals?
I don't mind incentives at all. In fact, our company is giving away some very cool things right now as part of a summer contest. But, in the normal course of business its' my experience that -- if someone isn't clear on their OWN reasons for doing something -- then working their business to get a free digital camera or a vacation isn't going to do much for them.
In other words, if someone is dead serious about creating a $20,000 per month income and living the lifestyle that goes with that.....then they will take action on those goals with focus and determination....and they probably won't need a digital camera or an iPod to get them into gear.
Do you agree?
Tony
____________________
Tony Rush has been fulltime in network marketing since 1996. He currently serves in the Executive Marketing Council for a large direct sales company and is the co-author of "It's Time...For Network Marketing".
http://www.tonyrush.com
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globalnetwork
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Posted: Wed Aug 16th, 2006 04:11 am |
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Great post Michael!
Tony, I completely agree with you!
Tip for those who have people in your group with a lack of belief in themselves and their ability to do well on the phone:
Get in teams at your home or on a conference call and do some team calling together. Make a contest out of it for fun. For instance, if you have 6 people, get into teams of 3 and then go off and make your calls. Come back together and the person who sets the most appointments wins. We've done this and it works very well.
The best thing this can do for your newbies is let me listen to you as you talk - not so they learn what to say, but rather to hear people reject you and see how that doesn't effect you. They see that it's just a conversation and our job is simply to sort and share, if the person on the other end doesn't want it, next, simple as that.
____________________
Ben Sturtevant
http://www.visionteammarketinggroup.com
http://www.aboutestar.com
http://www.mlmconferencing.net
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krismm
Member
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Posted: Thu Aug 17th, 2006 05:01 am |
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Hi Micheal,
Thanks for the tip. The phone scares the heck out of me. I've tried the phone before and I got no where. I'm glad I don't have to prospect over the phone any more, however I am into somthing else that involves the phone and I have been putting it off for a long time. But I will take into consideration what you said and put it to use the next time I pick up the phone.
Thanks
____________________
Kristine Nelson
Always Look Beyong YOur Goals.
http://www.payitforward4profits.com/krismm
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adpin
Member
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Posted: Thu Aug 17th, 2006 09:28 pm |
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WOW there's some fantastic advice in this thread
Phonephobia is very common but does it not seem true that those who succeed are often the ones who speak directly to prospects?
I was a certified phonephobic but when the motivation for money and success became strong enough, the phobia ranked into insignificance and my goals became the focus no matter what.
The more you use the phone the easier it gets, you just gotta get on and do it. Practice makes perfect, as they say.
Thanks to all for posting the great advice above, I'm sure this will help all phonephobics who read it.
____________________
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twanzell
Banned
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Posted: Fri Aug 18th, 2006 06:54 pm |
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I agee. Phones can be scary when you use them to do
business building. I am so glad that phones is not the only
way to build a business anymore...
____________________
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Prayers**
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GoodOldBB
Member
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Posted: Mon Aug 21st, 2006 07:24 pm |
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I can remember over 35 years ago when I started my first business. I was an independent computer consultant/Software Engineer with a very good background.
I learned early on that I had to use the phone in order to do business. I hated it. I would look at the telephone as a despised instrument. However, I did it anyway and it worked. One thing that made it easier was I knew I only needed one contract.
Since I retired from the computer field and went into MLM, I knew I was going to have to spend a lot of time on the phone. The fear was still there and I called anyway.
I did recruit people. However, more important than that, I made friends! Now it is easy for me to pickup the phone and call someone I do not know. Everyone I speak with is a potential new friend.
It works.
GoodOldBB
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jamesleong
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Posted: Mon Aug 21st, 2006 07:34 pm |
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Bill,
Before we became friends, we were
all strangers, right?
James
____________________
James Leong
http://www.MLMPersuasion.com
F*R*E*E* eCourse!... "Most Manipulative Information" ever presented! – Derek Liew,Former Sales Director of Nature’s Sunshine Products (Singapore)
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