Let's stay with the Coffee Shop Restaurant situation. Bill says he is interested to know more. I just reach into my bag, pull out a copy of The 45 Second Presentation That Will Change Your Life book or the Audio version and I could say: Bill what I would like to do is have you read/ listen to the first four Napkin presentations in the book and when would be a good time to get back to you?

 So we can talk about our company (vehicle). Don’t even get into the vehicle until they’ve read the book. Now I want you to know that I don’t tell them upfront to read the book, if I do it goes on the shelf and I get to it in due time. We only tell them to read first four Napkin presentations (first 33 pages). We find most people end up reading the whole book because most people will finish it right then but if you tell them to read first 33 pages they see the diagrams and say I can do that in 10-15 minutes and they do. Then they finish the book and now you have someone who understands. I told you the number one excuse people have for not doing this business is time, the number two reason people don’t do this business is because they don’t understand it. See up to now most likely your prospects are warn out (time) and ignorant (don’t understand)! When they read the book we’re not wasting their time or our own, they will understand and now we coin the phrase and say they know how to drive .

Let me give you the history on how this book came about. It was first printed in May 1981 and now has sold over 4.5 million copies in 23 languages. But ten years before the book, we use to use a product and a vehicle approach to the business but we did one thing that was different from most distributors and we became very successful at doing this. When we sponsor a new person we would not let them talk to anybody until we sat down with them and taught them what came to be known as the Napkin presentations. A Napkin presentation, for those who haven’t read the book is basically where I have been in a restaurant grabbed a napkin to sketch things out and use as a basic tool to better explain myself. Once this person knew and understood the napkin presentation we then said they know how to drive. This would usually take 3 hours plus to do and after ten years I said to my wife Nancy; "I can’t do this anymore!" I really was tired of this long explanation and really burnt out. Especially back in those days you knew someone in your downline on the other side of the continent and hence, we had huge phone bills. These days with Skype and cheap phone plans long distance isn’t a problem. Anyway I got burned out doing this so one Christmas holiday we were in Phoenix in Arizona for our boy’s tennis and while there I made an outline of the Napkin presentation. When we got back to the North West we and 14 others made the first audio taping of these presentations and later we redid it in a studio condensed down to one hour. I then thought the next time I wanted to sponsor someone I could loan them the tape instead of doing the three hour presentations.

Probably the smartest or luckiest thing I have done in my entire life was that I didn’t mention the name of the company I was with at the time I made the tape. The tape found its way a lot of other companies in a matter of three or four months and sold tens of thousands of copies. From the tape the book was written and ever since I have had the book I have never sat down with anyone to teach them any of the Napkin presentation that are in the book. I believe that everything in there is important for a new person to know before they go talk to anyone about the business but I don’t believe in teaching them, because to teach them you have to again spend hours and that’s just another stumbling block. It's much better to loan them the book and let the book do the talking for you. Since the book came out 28 years ago we now have the audio book for the busy person, the e-book for the long distance sponsoring and we’ll give you training on the best way to use that as well.

Comment this post

Your name: 

Your email: 

Type the characters in the image: