What Does it Mean To Be REAL?
For the past couple of years now, I have learned that those old hard-sales techniques don't really work anymore. It's not that they weren't effective at one time or another, but now a days, with the use of the internet and people constantly being bombarded with other peoples products and opportunities--we are much more aware of being "sold" to. Many authors say that no one really wants to be sold to, but people definitely enjoy buying. Isn't that interesting??
So, how do we offer people a solution to their problem without trying to force them to believe our product is better than Joe Smiths product? How best can we serve others--without trying to use sales techniques, like closing and manipulating to get the results we want? Well, I don't know about you but it doesn't feel good to try to force others to bend to your will. In fact it doesn't work! It's like trying to roll a boulder through the sand--pretty hard to do. But what if there was another way? What if we could just be REAL--meaning really speak from a place of authenticity and authority? Then, after we find out a little more about them and their goals; offer them a possible solutions to their problem? At that point, they choose to get started or purchase the product--of their own free will, and feel good about it? What a novel concept!
This is exactly what I have discovered is the best method to use in the world of 'network-marketing.' And the book I have receive tons of information on the topic is called "How to Sell Network Marketing Without Fear, Anxiety or Losing Your Friends," by Michael Oliver.
Here are some of the basics of how to talk to your prospective business partner about your business or product:
1. First off, ask them some background questions about themselves. How many times have you gone to the department store and asked a sales person a question like: "where can I get really nice, comfortable pair of jeans?" And the sales person says, "Go straight and they're on the right." You get there and theirs so many pairs you don't know where to start? Did this sales person help you? Not really. Why? Because they didn't ask you any questions about WHAT you're really looking for, which includes knowing what you don't want. When I worked in sales at Nordstrom for five years, I was always at the top of my game because I would ask questions and customers would come back to me again and again because I listened!
Here are some basic questions to ask that deal with their BACKGROUND:
a. What is your present situation?
b. How did you get involved in your line of work?
c. Do you like your current line of work? If not, why Not?
d. Why are you looking for a business to work from home?
e. What would you like to change about your current situation if you could? etc.
2. Get in touch with their needs by asking them a couple of simple questions: Needs Awareness questions;
a. Why do you not like your present situation? Lets says he/she says, "I have no time with my family and I work 75-80 hours a week!" This then opens your potential customer or business partners emotional doors, and turns their facts--into subjective reality.
b. Also, by getting in touch with their needs, such as a need to be with their family, gives them a clearer picture of what he/she wants and doesn't want.
3. Consequences Questions: this is my favorite because it even challenges me to be the LEADER and to not be afraid to get involved with my prospective business partners possible consequences if they DO NOT make a change.
a. Explores the possible consequences of leaving the problem unresolved. So, ask them: "what will happen if you don't do anything about your present situation?"
b. If it's not an option to stay where you are at, lets say at your present job, then what is the next best step for you to take?
c. What could possibly happen if you were to change your situation? etc.
4. Solution Questions: This involves your potential partner or customer in coming up with their own solutions. You don't tell them what you to do, you get them to decide for themselves. Now, that's powerful!
a. What would you do about your present situation if you could, and you knew failure was not an option?
b. If you were to do just that, how that make you feel?
c. What have you don't about your present situation that you feel proud of?
5. And last but not least, Qualifying Questions: Confirms that your potential partner is prepared to make a change. These questions should definitely be used even from the start of the conversation!
a. Are you prepared to change your present situation if...(repeat back what they say they want) ie: You could work from home, be with your family more and have control of your destiny as you say you would like?
Remember it's good to feedback and summerize at every opportunity. This shows them that you aren't just interested in selling them a product, or service but you are interested in them as a person. And that my friend, will set you apart from many other 'marketers' out there.
thanks for listening.
cheers,
Cynthia Farsadi
800-763-8168
http://www.ARealOpportunityForWealth.com
http://www.ezinearticles.com/cynthiafarsadi
So, how do we offer people a solution to their problem without trying to force them to believe our product is better than Joe Smiths product? How best can we serve others--without trying to use sales techniques, like closing and manipulating to get the results we want? Well, I don't know about you but it doesn't feel good to try to force others to bend to your will. In fact it doesn't work! It's like trying to roll a boulder through the sand--pretty hard to do. But what if there was another way? What if we could just be REAL--meaning really speak from a place of authenticity and authority? Then, after we find out a little more about them and their goals; offer them a possible solutions to their problem? At that point, they choose to get started or purchase the product--of their own free will, and feel good about it? What a novel concept!
This is exactly what I have discovered is the best method to use in the world of 'network-marketing.' And the book I have receive tons of information on the topic is called "How to Sell Network Marketing Without Fear, Anxiety or Losing Your Friends," by Michael Oliver.
Here are some of the basics of how to talk to your prospective business partner about your business or product:
1. First off, ask them some background questions about themselves. How many times have you gone to the department store and asked a sales person a question like: "where can I get really nice, comfortable pair of jeans?" And the sales person says, "Go straight and they're on the right." You get there and theirs so many pairs you don't know where to start? Did this sales person help you? Not really. Why? Because they didn't ask you any questions about WHAT you're really looking for, which includes knowing what you don't want. When I worked in sales at Nordstrom for five years, I was always at the top of my game because I would ask questions and customers would come back to me again and again because I listened!
Here are some basic questions to ask that deal with their BACKGROUND:
a. What is your present situation?
b. How did you get involved in your line of work?
c. Do you like your current line of work? If not, why Not?
d. Why are you looking for a business to work from home?
e. What would you like to change about your current situation if you could? etc.
2. Get in touch with their needs by asking them a couple of simple questions: Needs Awareness questions;
a. Why do you not like your present situation? Lets says he/she says, "I have no time with my family and I work 75-80 hours a week!" This then opens your potential customer or business partners emotional doors, and turns their facts--into subjective reality.
b. Also, by getting in touch with their needs, such as a need to be with their family, gives them a clearer picture of what he/she wants and doesn't want.
3. Consequences Questions: this is my favorite because it even challenges me to be the LEADER and to not be afraid to get involved with my prospective business partners possible consequences if they DO NOT make a change.
a. Explores the possible consequences of leaving the problem unresolved. So, ask them: "what will happen if you don't do anything about your present situation?"
b. If it's not an option to stay where you are at, lets say at your present job, then what is the next best step for you to take?
c. What could possibly happen if you were to change your situation? etc.
4. Solution Questions: This involves your potential partner or customer in coming up with their own solutions. You don't tell them what you to do, you get them to decide for themselves. Now, that's powerful!
a. What would you do about your present situation if you could, and you knew failure was not an option?
b. If you were to do just that, how that make you feel?
c. What have you don't about your present situation that you feel proud of?
5. And last but not least, Qualifying Questions: Confirms that your potential partner is prepared to make a change. These questions should definitely be used even from the start of the conversation!
a. Are you prepared to change your present situation if...(repeat back what they say they want) ie: You could work from home, be with your family more and have control of your destiny as you say you would like?
Remember it's good to feedback and summerize at every opportunity. This shows them that you aren't just interested in selling them a product, or service but you are interested in them as a person. And that my friend, will set you apart from many other 'marketers' out there.
thanks for listening.
cheers,
Cynthia Farsadi
800-763-8168
http://www.ARealOpportunityForWealth.com
http://www.ezinearticles.com/cynthiafarsadi
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