Chapter Two - Napkin Presentation #2 - Salesmen Failure Syndrome

Chapter Two: Napkin Presentation #2

Why So Many Salespeople Struggle in Network Marketing

Welcome to Napkin Presentation #2 - why experienced sales pros often struggle in this business and what to do instead.

Here is the truth: we would rather sponsor ten teachers than ten salespeople.

That is not because salespeople lack value. Many bring great skills and energy. The challenge is that they often approach network marketing the wrong way.

Most sales pros see great products and start selling. They build their own pitch, skip the system, and rely on their charm or experience. But network marketing is not about selling. It is about teaching and duplicating.

That is the key difference. We are not building a direct sales force. We are building a network. And for that to work, everyone needs to follow a simple, repeatable process, like these napkin presentations.

Salespeople often think duplication means, "I signed someone up, so I have duplicated." Not quite. Real duplication happens when that person can easily do what you did, without you there.

The goal is not to teach people how to sell. It is to show them how to teach others. That is how you build a strong, lasting organization.

Stay with us through the next few napkin presentations, and you will see how to make that happen.

What Real Duplication Looks Like

At first glance, it seems simple: one person sponsors another. Now there are two people. That must be duplication, right?

Not quite.

If the sponsor drops out, and their new person does not know what to do, what happens? The new person usually quits too. The business stops there.

That is not duplication. That is dependency.

To truly duplicate yourself, you need to build at least three levels deep. Why? Because when you reach three levels, your influence starts to spread beyond your personal effort.

Here is a simple way to picture it:

Draw a circle with You in the center.
You sponsor Tom.
Draw a circle below yours - that is Tom.
If you quit and Tom does not know what to do because you never taught him, your team stops growing.

But if you teach Tom how to sponsor and he brings in Carol, you are on your way.

Even then, you are not done. You have not duplicated until Tom can teach Carol how to sponsor someone. Let us call her Betty. That is when momentum begins.

Duplication is not about adding people. It is about teaching people how to teach others.

Three Levels Deep = Real Duplication

Once you have helped Carol sponsor Betty, you are now three levels deep. That is where real duplication starts.

Why does that matter?

Because if you step away, maybe to support another team or move to a new area, this group can keep going without you. That is the goal.

Until you are three levels deep, you do not have duplication. You have activity.

Say it often: "I am not done until I am three deep."

That is when your team becomes self-sustaining, and your business starts to grow on its own.

Ask This One Powerful Question

When showing this to your team, ask them:

Would you rather personally sign up 130 people?
Or sponsor five serious people and teach them how to teach and sponsor others?

Almost everyone will choose the second option. That is the power of duplication.

Then they ask, "But what do I teach them?"

You teach them what you are learning here. The Ten Napkin Presentations. They do not need all ten to start. The first five are enough to launch and duplicate the right way.

How to Avoid the Salesman Failure Syndrome

The solution is simple:

After you sponsor someone, it is more important to help them sponsor someone, than for you to go sponsor another person.

Read that again. That one principle can transform your business.

The Bottom Line

Most people do not like selling. Yet many in network marketing still chase salespeople, thinking selling is what this business is about. But salespeople often struggle the most, because they keep trying to sell.

Here is the truth: This is not a sales business. It is a teaching business. You are not in direct sales. You are in network marketing.

Master that mindset, teach it to others, and your business will grow stronger, deeper, and faster.

To continue reading the book, click the link below:

Chapter Three: Napkin Presentation #3 - Four Things You Have to Do