Posture and Why the Importance

After having spent a large number of years in the corporate world before turning my attention to network marketing, I was surprised by the fact that I kept hearing about “Posture”.

Having always had a passion for health and fitness I was most familiar with posture as it relates to the characteristics of the body. However, the conversations that I was engaged in at the time had nothing to do with health and fitness. We were focused on how well someone was positioning themselves to succeed in business.

While the concept made perfect sense to me, I was intrigued by the fact that I don’t ever recall hearing the term “Posture” used in this context in the corporate world. Oddly enough this is a very valid and necessary concept to understand for anyone new to the business world, sales, leadership, management or any number of other occupations.

Leadership is equally important in life and business. More importantly, without posture it will be very difficult for you to succeed in a leadership role regardless of your career of choice. In network marketing one of the major problems with people to the industry is that they don’t have the” posture” to succeed.

Among the skills that may be lacking “posture” is by far one of the most important. To amplify the stress and lack of skills that may be needed to succeed, all too often people simply do nothing in their business until they are facing a tragedy of some type. At the first sign of potential pain, discomfort or fear of loss, they begin to work on their business expecting that by some miracle they will have the income required to make the pain subside.

Desperation is not a good motivator or trigger to use as a catalyst to get started building your business. The desperation does nothing but amplify your lack of posture, confidence, experience, success, etc. You will not and cannot build a large organization without “Posture”, because without posture you cannot establish yourself as a leader.

Believe it or not people do not join your business opportunity because they think you have the best product, the best compensation plan or any number of reasons. The number one reason people will join your business opportunity is because they believe that you can help them achieve success. Leaders and strong leadership skills are the only thing that will make them believe that you can help them succeed.

So what is this thing called “Posture” and what does it mean to have “Posture”?

According to Webster’s dictionary: Posture is a state or condition at a given time especially with respect to capability in particular circumstances.

Simply put another way, “Posture” is based on your confidence in your skills with respect to your prospecting activities, your business opportunity and your ability to help your prospect achieve success. In short, if you don’t believe in yourself and your opportunity there is no way that you will ever convince your prospect to believe in you.

With this understanding, I hope that now you can see why operating from a state or desperation puts you at a severe disadvantage, because of a number of reasons:

-          You are willing to work with anyone

-          You are expecting each prospect to be the saving grace for your business.

-          You are operating from a state of fear which is a very negative emotion.

-          And the big one: You let people waste your time!

I don’t care if you are talking with the most successful network marketing guru to walk the earth they must be qualified to take up your time. Many people I know get all giddy because they have someone of importance that they are prospecting only to have them waste their time. Nothing against, business owners, doctors, lawyers, politicians, etc, as they have all earned the right to a certain amount of respect, however they can and will waste your time just a quick as the next guy if you let them.

Qualify ALL of your prospects!

You must think of yourself as an expert in your chosen career, much the same as any of the professions I listed above. While they may be experts in their chosen fields, they are now taking your time by engaging in your prospecting process. Think about doctors. How often do you call a doctor’s office and speak directly to that doctor?

All of these experts have voicemail systems, receptionists, screen processes, etc in place long before you are actually talking to them live. Have you ever asked yourself why?

They are experts at making sure they are only spending time with qualified prospects that will add to their bottom line. Why should you be any different?

The best way to display posture if you are lacking it is to first and foremost have energy/excitement in your voice, knowing that you have the keys to the vault. You have the secrets to success!

With a little education, reading some of the powerful authors that are available to you and simply clearing the negative thoughts you have in your own head will go a long way to helping your build your confidence which will then lead to increased “Posture”.

While many people will exclaim a dislike for Donald Trump, he is honestly someone that ALWAYS displays a very strong posture and as such has achieved great success. Think of Donald Trump, sitting there in the boardroom on The Apprentice and it is evident that It is an honor for his contestants to have the opportunity to work with him, and they all know it. Even if you don’t watch or like the show, take time to watch a few minutes and you will quickly see what I mean.

It should be no different with you and your prospects. You are in charge of your prospecting process and should act like it. The best way to assert your posture on a call is to keep control of the entire process. Once a prospect asks a question and you answer it, you have just given away control.

The best way to do this is to defer their question and ask your prospect a question. Asking your prospect questions keeps you in control of the conversation.

Example Prospect says, “so what kind of business is this? What is the name of your company? You say, “_____, that is a great question, but we are not to that point yet. This is an interview, and I am trying to qualify you for my time. If you would like to continue that is fine, or we can end the call right now. What would you like to do?” Now you have control again.

What can having a strong posture do for your business? First, it positions you as a leader. If you are not a leader, how can you expect people to follow you? Second, it positions you as an expert in your chosen profession/career.

Prospects and customers alike seek out experts because they have the answers they are looking for and because they gain power by associating themselves with that person. Third, it allows you to guide them through your information system on your terms for maximum effectiveness.

A great way to help you start developing your posture is to simply say no to your next five prospects. Yes, that is what I really mean to do. Tell them you are sorry, but they are not who you are looking for right now.

This exercise will change your mindset and your posture instantly because it gives you all of the power and it will help you adopt a mindset of abundance which is a critical trait that all leaders share. Your mind will finally understand that you are the leader, and that the success of your business is not dependent upon any one person.

In all honesty, you should probably be telling NO to at least 50% of the prospects that you talk to each day if you are building your business correctly! The vast majority of people you meet will not have the characteristics you want in a business partner! Think of it this way: You are looking to partner with people in your business that will be making $100,000+ annually. Would you partner with just anyone for that position?

You were designed for Success!

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