Studying the Brain Science of prospecting & mentoring is proven to result in cashing bigger checks in Network Marketing!
Are you ready to learn the moneymaking Brain Science that changed Network Marketing and made it easier to cash bigger checks every month?
You may be surprised to learn his latest brain science shows us that we need to change the way we prospect & mentor. And those who do will definitely have an unfair advantage in terms of results, in addition to eliminating most, if not all, rejection.
If you are ready to start cashing bigger checks, let’s take a deep dive into the brain.
The main thing that we never knew before was that “most decisions are made nearly instantly on almost zero information.”
This knowledge completely changes the way presentations are made. But first, let’s talk about what brain scientists learned.
Brain Science has changed Network Marketing
There are two main types of thinking we all employ, and this is not exactly earth-shattering information. One is subconscious or intuitive thinking, and the other is cognitive or conscious thinking.
What we did not know a little over two decades ago is that most of our prospects’ decisions are made subconsciously. And we now know that there are certain types of biases in thinking as well.
The challenges that got in the way of better results before this research became known to a limited number of people in Network Marketing are as follows:
- Prospects are biased, though they don’t necessarily know it, and;
- Decisions happen up to 7 seconds before our prospects are consciously aware of them!
Brain scientists and researchers suspected the biases but now have proof. And they had no idea that their subjects–called prospects in sales–had already made a decision before they were aware of it.
This is a solid reason why we should not keep talking once we make a point. But I digress.
I recall the shock I felt when I first read about this research in 2015, about ten years after it was discovered. And it took another few years of experimenting to master how this affects what it is we should be doing.
What we know is our prospects (indeed, everyone) have biases that can and do get in the way of them deciding to join our Network Marketing business. And these biases and mental patterns, which we can call defensive programming, are easily triggered.
They are like landmines that we step on as we pass through our prospect’s minds. And once we do, the presentation is blown. Though it can take a while before our prospect even knows.
Prospects don’t make Logical Decisions
Since almost no prospect uses cognitive or conscious thinking to make decisions, why are we creating our presentations using logic?
It seems logical to say, “Hold your questions till the end,” but that is not the way the subconscious mind works. There is no way for the prospect to recall what flashed through their mind mid-way through.
The subconscious thinking process is not designed to hold onto thoughts. It is designed to make lightening quick observations (as quick as one 25th of a second!) and decisions. It’s programmed to move on to the next decision or observation, not to store up questions till a presentation is over.
This is just one demonstration of how brain science has shown that most of what is being done in Network Marketing is all wrong!
Here is an example that demonstrates brain science
Imagine a speaker at the front of a room full of people with significant experience in Network Marketing, and you are at the back, with the whole audience in front of you. The speaker asks the audience how to deal with “How much money are you making?” Then an audience member suggests, “The prospect wants to be associated with a winner!”
Almost instantly, almost everyone in the audience is nodding their head up and down in agreement. If you were a brain scientist, you would note how quickly this happened and how affirmative the nods seemed to be.
What happened? A bias in thinking caused the audience to confirm that the statement sounded logical. The reasoning seemed correct, so they agreed quickly.
Now for the truth. In that room, everyone, or nearly everyone, had their confirmation bias to agree that the reasoning sounded logical, they instantly believed it (or almost instantly). And they are all wrong.
Oops!
Remember, all humans make decisions subconsciously. And that portion of the brain works quickly, not relying on reason but resorting to quick decision-making programming because this part of our brain literally has too much to do.
The subconscious can work on many things at once, whereas the cognitive part of our brain can only hold one thought at a time (following one logical thread to its conclusion).
The subconscious controls all perceptions and the movement of every muscle moved–every heartbeat and blink–and most decisions. And that means the subconscious portion of our brain has a lot to do. When faced with more, it uses stored programming and biases to work out what to do, so it can move on.
The point? How much money you are making is a question that masks the subconscious mind’s desire to find something wrong with what was presented!
In other words, the prospect’s brain is busy, it is now presented with a decision, and the decision was made during the presentation. It is now in the process of confirming that decision!
If you are not making a lot of money, the subconscious response (or decision) of that prospect will be, “It’s not worth it!”
Interestingly, if you are making obscene money, your prospect’s subconscious will respond with, “I could never do that!” And they will reject following you because they cannot relate.
The logical, accurate response is this, “what you earn depends on how much effort you put in!” And that triggers a subconscious response in most prospects that is biased to the decision that was already made.
Yes, the decision was made before they asked, “How much money are you making?”
The decision was made during the presentation. That is why responding with it depends on how much effort you put in doesn’t work that well.
It is logical and accurate, but it also happens to confirm the prospect’s suspicion. They think (unfairly), “Why didn’t this person answer my question directly!“
Let’s review.
You make a presentation to someone who needs more money. After the presentation, they ask, “How much money are you making?” And there is almost no answer that has a good outcome for you or the prospect.
Now do you see why “Some will, some won’t” is a terrible rallying cry for Network Marketing?
Do you see why “next” is unintelligent and stubborn?
Do you see why being the greatest ever at teaching objection-handling skills is not a niche you want to master or be known for?
This groundbreaking Brain Science is fascinating. The BBC did a big special on this, including a full-length documentary that was inspired by research by Daniel Kahneman, who, with his partner, received a Nobel Prize for this research.
In a BBC article, Daniel was quoted as saying something truly fascinating, “If we think that we have reasons for what we believe, that is often a mistake. Our beliefs and our wishes and our hopes are not always anchored in reasons!”
This research should give us cause to study how we communicate with prospects in Network Marketing, for moist of what has been taught makes it harder to achieve success!
Why learning objection-handling skills is mostly a waste of time!
The reality is objections are the result of how we talk to prospects. We are ruining it for our prospects by the way we approach them and present to them, and objections are the result of doing that.
The bad news is objections are not something you deal with. They are something you create in the way you conduct yourself.
We are way better off spending our time figuring out how we are managing to trigger objections than we ever will be becoming the master of objection handling!
Brain Science research has shown that certain people get certain types of reactions more often than others. You may trigger way more “how much money are you making” questions, while someone else triggers a much higher number of these questions, “Is this one of those pyramids?”
How is it possible for one person to hear one objection a lot more than another? The only answer Brain Scientists could come up with is we are causing it in the way we interact.
If we change our approach and the way we present, we get different results. It is that simple.
Now, that does not mean certain communication skills are completely obsolete, but it does mean if you change the way you do Network Marketing, you won’t need objection-handling skills very often.
More importantly, if you change how you approach prospects and present to them, you will get much better results. After all, if you are not triggering objections, that means you are causing acceptance.
If your Network Marketing prospect accepts what you present, do not hear objections. Instead, you have a new team member!
Of course, technology plays a part in this too. And I promise I do get into how technology fits into the puzzle of you cashing bigger checks.
Are you ready to go on this adventure?
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