Chapter Two - Napkin Presentation #2 - Salesmen Failure Syndrome

Why do so many salesmen fail when working in a network marketing business? 

This napkin presentation number two will clarify the common mistakes made by professional sales people.

Let me explain why we would rather sponsor ten teachers, than ten salesmen.

Now don't get me wrong, I think professional salesmen can be a tremendous asset to your organization.

However, like everyone else, they must go through the ten napkin presentations and thoroughly understand them.

Most people get confused by the statement above, but remember, they still don't understand that network marketing is a method of marketing. 

We are not signing people up into a direct sales organization. We are sponsoring them into a network marketing program.

Most of the time, the problem you will have with a salesman is that when they see the high quality of the products you represent, they want to launch out and sell them. 

They can put their own presentation together. They don't need us to tell them how to sell. They are the professional. 

Here is the point. We do not want to tell them how to sell. We want to show them how to teach and sponsor.

We want to show them how to  build a large and successful network marketing organization. 

They can do that without selling anything, in the usual sense and definition of the word selling.

If you are not able to sit down with them and explain a few simple things about network marketing and why it is different than direct selling, the tendency is for them to go off in the wrong direction. 

As we continue with the napkin presentations, we will give you a few examples.


What Is Duplication?

Most people (especially a sales person) think if you sponsor someone, you have duplicated your efforts.


There was one person and now there are two people. It sounds logical, but it's not true.

The reason it's not true is if the one represented by the top circle (sponsor) goes away, the one they sponsored will also go away and not continue to build their business. 

You must explain to your people that if they truly want to duplicate themselves, they have to be at least three levels deep. 

Only then are they duplicated.

If your sponsor drops out before you have an opportunity to see that the business will work for you, then you will likely assume it doesn't work, because it didn't for him. 

After all, he is your sponsor and certainly must know more about it than you. 

Now draw a circle and put "You" in the middle of it. You sponsor Tom.

(Draw another circle under the one with "You" in it, write "Tom" in it. Next, connect the circles with a line.) 

Now if you stop building your business and Tom doesn't know what to do (because you haven't taught him), then that is the end of it. 

But if you do teach Tom how to sponsor and he sponsors Carol, you are only beginning to duplicate yourself.

If Tom doesn't learn how to teach Carol to sponsor, then it will fizzle out. That's the end of it. 

You have to teach Tom, how to teach Carol, how to sponsor. Then she can sponsor Betty (or whomever).


Now you are three levels deep.

If you go away (to work with someone else or to a different area of the country), this group will continue on in the business. 

I emphasize: You Have To Go Three Levels Deep. You have nothing until you are three deep. Only then are you duplicated.



If you communicate this one point to the people you sponsor, then you have the key that will make you more successful than most other people in network marketing.


What Happens To The Salesman?

Here is what happens to the salesman. He looks at the demonstration of the products. He hears the testimonials. He sees the results others have had and how they work. 

Armed with this information, get out of his way! He will go out and sell like crazy. (Remember, they're salesmen.) 

They have been in the business of direct selling. They don't have any issues with calling on strangers. 

So you say to your super salesman, "Charlie, if you want to make the big bucks, you cannot do it by yourself. You need to sponsor people."

What does Charlie do? 

He goes out and sponsors, sponsors, and sponsors. He will sponsor up a storm. A good salesman in a network marketing program can sponsor three or four people every week.

But what happens?

It gets to a point where people drop out as fast as they are being added to the business. 

If you do not effectively work with them, you will see them become discouraged and give up.

(Tip: You cannot effectively work with more than five people at a time.)

Charlie, being discouraged and impatient, doesn't think anything is happening and goes looking for something else to sell. 

The person who sponsored Charlie, thinking Charlie was going to make them rich, gets discouraged and also gives up.

Most people who have done well in network marketing do not have a background in sales. They may not professionally be teachers. However, most of them come from a background with an element of teaching in it. 

I know of one teacher and school principal, who after 24 months in a network marketing program, were earning over $15,000 a month. They did it by teaching others how to do it.

Let's put some numbers in the approach by Charlie, so we can more clearly see where he went wrong. 

We will assume that Charlie, being a super salesman, went out and personally signed up 130 people. 

Let's then say he got each of them to sign up five other people, adding 650 more people, for a total of 780 in his organization. (Sound familiar?)

Ask your people this question when you show this to them:

"Which do you feel you could do? Personally sign up 130 people? Or sponsor five people who are serious and teach them how to teach and sponsor?"

The question will invariably come up, "What do I teach them?" 

The answer is you teach them what you are learning in this book, The Ten Napkin Presentations. 

They eventually need to have an understanding of all ten presentations, but in the beginning, the first five presentations will work.

Teach them 2 x 2 = 4. Show them why most people fail. How long do you think it would take you to sponsor 130 people? How many of the original ones would be left when you have sponsored number 130? (You would find that you are losing them pretty fast.) 

Yet, you will discover the retention rate to be quite high on the 780 people in napkin presentation number one.

Once you show this to a salesman and the salesman understands it, they will say, "Aha! Now I see what I've got to do." And they will then go do it.

Caution: You must hold them back. Because they don't understand what we have gone over in this chapter, most people in network marketing will literally encourage their people right out of the business. 

They will sponsor someone and their new person will come to them and say, "Hey, I got five new people last week!" 

You say, "Great!" and encouragingly slap them on the back. 

The following week they sign up five more people. What has become of the five they signed up the first week? 

They're gone.

If you understand Salesmen Failure Syndrome, you can still encourage them, but at the same time, stress the point of how important it is to take those first five you sponsored and help them get started.

After I have sponsored someone, it's more important for me to help them sponsor someone, than it is for me to sponsor another person for myself. 

I cannot overemphasize this point, so I'm going to repeat it again:

After I have sponsored someone, it's more important for me to help them sponsor someone, than it is for me to sponsor another person for myself.

(This point will come up again in another napkin presentation.)


The Most Important Napkin Presentations 

Of the ten napkin presentations, the first five presentations are the most important ones. 

Let me say it again. The first five napkin presentations are the most important ones.

If you do not have time for all of them, at least get started with the first two napkin presentations. You can show them to someone in five to ten minutes.

I once sponsored this fellow named Carl. He told me about sponsoring his daughter in Tennessee. Carl said she knew everyone in town. 

I was talking to Carl on the phone and told him to pass on to her a napkin presentation. I had him write down 2 x 2 is 4 and right on through it. 

I then said he should immediately phone his daughter and teach her the mistakes to avoid, so she gets started in the right direction. 

He did call her and it's working out well for both of them.

Summary: Most people hate selling. Yet, most network marketers are trying to find salespeople to sponsor. They think network marketing is about traditional selling. 

Salespeople are the least likely to succeed in network marketing, because they are doing sales. Most people cannot see themselves doing traditional selling. It's important to understand that you are not in sales. You are in network marketing.

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