A lot of times when I get on the second call, the prospect has barely looked at the Web site I sent him. How do I continue the presentation if they don’t know what I’m talking about?

The first thing you’ll want to do is ask them why they didn’t go to the Web site or review the materials you sent. Quiz them a bit. Ask them how much they did see (if anything) or what they liked about it. Tell your prospects that it is extremely important for them to review the materials in order for them to understand the business (or why it’s so exciting), then ask them what they’d like to do next. If they didn’t review the material because they didn’t have time, ask them if they’d like to do that now and then speak on the phone immediately after. Or, ask them if they can view the site while they are still on the phone. Would they like to reschedule the call? The important thing is to maintain your confidence and passion to show them the greatest business in the world!!