her life. Begin to tailor your presentation to match your prospect and ask
your closing question, “If I could show you... would you... ?” and your
business will take off.
Now, lest you think all of this is a trick to get your prospects hooked
into the business without them knowing about it, think about this. Would
you deny someone the opportunity to have a satisfying and fulfilling life?
Would you begrudge people’s lifestyles that make them happy? Would you
take away someone’s joy at accomplishment? Of course not. Few people
know how to get beyond the survival level of work, paying bills, and planning
retirement. Yet, most people, if they had the time and money, would like to
make much greater contributions to the human experience than they are mak-
ing now. Judy wants to help women make their lives work. Tammara would
like to support hundreds of poor children in third-world countries through a
monthly donation program. Jack wants to hone his leadership skills so he can
be a model for young, fatherless boys in his community. Jeanne wants to help
her niece through college. And Randy wants to be a professional speaker in
order to affect thousands of people’s lives. Yet none of these individuals cur-
rently has the time or money to live their dreams. Can you show them how
with your business opportunity?
Withholding your business opportunity from your prospects is wrong.
Why? Because if you listen carefully enough, you will find that very few peo-
ple are truly satisfied with their lives. Loneliness, poverty, unemployment,
lack of respect, boredom, and disempowerment are just a few of the things
that people contend with every day. Physicians are forced to quit medicine be-
cause malpractice insurance premiums are too high. Teachers are forced to
quit because the pay is too low. Travel agents’ jobs are being taken over on
the Internet.
You have something to share with all these people!
Most people might not be able to list their values unless they have been
to a workshop where values were identified and clarified. Yet everyone knows
what they like, and everyone knows what it feels like to be blindsided, irri-
tated, worried, harried, angry, disorganized, or confused, don’t they? All these
emotions and states of being are a direct result of values being either ignored
or violated.
People get worried when they feel they cannot control events in their
lives. They feel disempowered to do the things that must be done in order
for them to stop worrying. People are confused when they have no clear
direction.
If you value clarity and you don’t find it, you may become angry, con-
fused, or irritated. Take your pick. On a very small scale, if you value order
and your office is a mess, you may find it difficult to work well. The mess dis-
tracts you and makes you feel irritated. This is how it works. Values are es-
sential to honor people’s definitions of themselves.
134 THE ULTIMATE GUIDE TO NETWORK MARKETING