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When someone asked me, ‘what is the #1 reason why people fail in their own Network Marketing business?’, I said with 110% confidence, “It is because they customize their presentations to each person assuming what their prospect will find exciting.” This mindset will definitely set you up for failure!

Let me repeat myself…the decision to customize your presentation for each individual prospect will demolish your possibility of creating the results that you desire through your business. I speak with 110% belief about this fact, because no one every prospected me. I answered an ad and created my very own multi-million dollar Net-work Marketing business from the ground up.

I was living in New York, which is home to millions of people. You would think that out of all of these people someone would have prospected me for Network Marketing, but they prejudged me. They instantly looked at me and said to themselves, “This young stuttering kid just couldn’t do it… he could never build a business.”

Well, they were wrong!

The key to success is the power of duplication, which is simply showing the same presentation over and over again. You need to be presenting the entire business from A to Z to each and every one of your prospects, because you have no idea what is going on inside them as you share the business. You’ll see immediate results when you get into a zone of showing the plan and then showing the plan again and again in the same fashion, which will increase your belief and create dramatic results.

You need to show your business exactly the same way to each prospect every time you present your program for two primary reasons:

Reason #1 – You will be 100% full of confidence and conviction knowing what you are going to say, because you have presented the entire plan from A-Z numerous times the SAME EXACT WAY. Repetition is the mother of skill.

Reason #2 – When you begin to put this into practice, I can almost guarantee that you will have your prospects respond to aspects of your business you would have assumed they would not have been interested in before. Allow your learned habits of showing your business to work for you not against you!

Presenting your business the very same way to each and every prospect must become one of your learned habits. This will assist you in earning your right to your personal freedom through the industry of Network Marketing.

You will see your business explode within a short period of time! Just imagine everyone in your network internalizing this mindset and fully understanding the power of an A-Z presentation. The leadership abilities within them will skyrocket, which in turn will create momentum in your business.

Momentum is a force that you will not be able to control; it is also the key to unprecedented growth in your business. Leadership is earned by people who deserve it, and you will project leadership when you present with the ‘Power of A-Z’.

Always remember, it is just a matter of time before you hit your target when you keep aiming for it!

“The value of reading body language is like possessing the keys of influence to unlock someone’s mind, by gaining unguarded access to their hidden thoughts.” -The Master Negotiator & Body Language Expert

You can gain the value of influence in negotiations by reading body language accurately.

Momma told me not to run. Don’t move too quickly! You might miss something right in front of you. No, that’s not an oxymoron. Such were the wise words then and now related to the value of reading body language to gain insight and influence in negotiations.

Take the following insight I gained from my mother on just that topic.

I recall a time when I was 17; I’d saved my money to buy an advertised car I saw at a dealership. My mother and I went to the dealership only to find out that the car had just been sold. The salesperson said ‘not to worry’, as he showed us another car; it cost slightly more than the original car that was advertised.

My mother attempted to get a lower price for the car, but the salesperson only budged a little and wouldn’t go any lower after that. He said that was his best price. After sparring in several negotiation sessions after that, my mother got up to leave; I was dejected, dispirited, and disappointed at not getting a car, and it showed on my face. The salesperson looked at my face and said to my mother, “You don’t want to disappoint your son, do you?” To which my mother replied, “You’d be the one disappointing him. He came here on good faith to buy the car you advertised. Now, you’re telling us the car was just sold (defiant look of disbelief). How does that sound to you? Would you want someone to do that to your son or daughter?” The salesperson replied, with a fallen-face, “You can have the car at the same price as the one advertised.”

Is was at that moment that I observed the effect that body language could have on a negotiation, along with how to utilize a negotiation strategy based on the body language being discussed. With one-fell-swoop, my mother turned the body language strategy the salesperson attempted to use on us (i.e. my sadness/disappointment) against him and into one of reflection. She did so by invoking fairness, when she asked the salesperson if he’d like that dejected feeling I was displaying thrust upon one of his kids. She went deeper into his emotional psyche when she implied, with added emphasis via her body language, the disbelief she possessed that the advertised car had just been sold. Note that she didn’t confront him by saying so, she let her body language speak for her.

From the time two people shake hands at the start of a negotiation, they’re negotiating. Actually, they started negotiating before they reached the formal negotiation via any communications they’ve had. That occurs even if it was in the form of one person gathering information about the other and developing strategies based on what was gleaned.

If you wish to gain influence in your negotiations, learn to read body language more accurately. You see and sense the appropriate times to employ negotiation strategies, based on the body language signals you see. Once you add reading body language to your negotiation rapport, you’ll become a more dynamic negotiator… and everything will be right with the world.

Remember, you’re always negotiating!

As a small business owner, you will need to negotiate on a regular basis. This could include negotiating contracts, getting better deals from your suppliers, as well as settling disputes between your employees and clients. So it definitely pays to have strong negotiation skills in your entrepreneurial arsenal. Let’s look at how you can do a better deal.

1. Determine exactly what it is you want

Before you enter into any negotiation you need to do a little bit of homework upfront. This includes being very clear and very precise about exactly what it is you want. Then prepare a bottom-line compromise position. Have very clear outcomes defined i.e. I want this outcome, by a certain date at x price. This gives you room to move in your discussions, starting with your ideal position and stop at the line in the sand that you have drawn.

It also pays to know what you can’t accept. Being aware of your limitations ensures that you will not, in the heat of the negotiation, accept a position that will put you at risk.

2. Ensure you are negotiating with the person who has the authority to say ‘yes’

There is nothing worse than going through a negotiation and then find out that the person does not have the authority to sign off on the deal. Simply ask at the outset, “who has authority to sign-off on this deal?” and go directly to that person.

3. Aim for a Win-Win outcome

Negotiations do not have to be adversarial. This is one of the biggest mistakes people make when negotiating. If you go into them with a mindset of win-win, and aim to satisfy each of the parties involved, you are much more likely to be successful and the deal is less likely to come back and haunt you.

4. Apply Proven Strategies

There are a few strategies you can employ to help you negotiate a better deal. But bear in mind, when employing these strategies, that you don’t want to make the party you are negotiating with feel like a loser. Win-win should always be top of mind.

Some excellent strategies include resisting your first offer – unless it is exactly what you want (sometimes simply putting your request on the table is enough). Another is to act reluctant and the other party may be inclined to up the ante based on your perceived resistance. Pretending to flinch can help you gain concessions. You can play dumb by saying you need to run it by someone else in higher authority and come back the following day saying that the ‘higher authority’ wants certain concessions. Another is to simply walk away.

If you are new to negotiating, try your newly learned skills out on smaller deals first. Preferably ones that don’t have much pressure attached. Then continue to build your skills so you are able to deal more effectively. Your business will be much better for it.