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Relationships Selling| Article #122 :RELATIONSHIP SELLING – PART 9

In this installment of relationship selling, we're going to focus on a particular form of selling and the topic of reading your prospects.

The form of selling we're going to cover is recruiting, because let's face it, that's what a lot of us on the Internet do. We join programs that require us to get others to join under us. Well, one of the main reasons we have problems doing this is that we don't know how to read people. Hopefully, after reading this installment on relationship selling, you'll have a better idea of how to read a potential recruit.

There have actually been whole books written on this subject, so what you are going to read here is by no means the be all and end all. But hopefully, it will be enough to get you started.

There are many types of people. But when it comes to selling and recruiting, there are really only 4 types of people. We're going to cover one of those types briefly in this article.

The first type is what we call the passenger. This is the person who joins the program and basically does nothing. They have very little knowledge of the program and for that matter they don't care to learn. While a member, they do as little as possible, if anything at all. They expect the money to just fall from the sky. This is one type of person who you honestly don't want to be a part of your organization because there is nothing you can do to change this person. So, the question is, how do you recognize the passenger? This is very easy to do. Usually, the passenger will come out saying something like "I don't want have to do much. I want a program that will give me...etc." The keywords here are don't want to do much and the word "give." They expect things to be handed to them. You can easily get this info out of the passenger if they don't offer it up by just asking them what they're looking for in a program.

The passenger, unfortunately, is usually somebody who has very little success in their life and has very little chance of finding success. They rely more on luck, latching on to somebody who can help bring them success. They may occasionally fall under a heavy hitter who brings them lots of spillover. But with most programs, they'll have to do a certain amount of work to qualify for commissions and 99% of the time, they are unable to do even that much. Sorry to say, the passenger is just plain lazy.

Why am I telling you all this? Because as a new recruiter yourself, you're going to want to try to recruit everyone you can. When you run into the passenger you're going to want to say things to them like, "Don't worry, I'll help you." Do yourself a favor. Tell this person that the business is not for them and move on. You will only be wasting your time.

In the next installment, we'll cover the second personality type, the critic.

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