Jerry: “I mailed a blind type letter. They sent me money for the information pack of one manual, one video, and one tape. For whatever reason, I have not contacted the person as yet. The package was shipped 2 to 3 weeks ago. He has not contacted me even though there is a letter in his package asking the person to call if he has any question after reviewing the material.

Now Michael, how would I start this conversation that would get me into the Natural Selling mode of being friendly and asking the right questions without getting a rejection.

In the past I would ask (after telling them who I was and why I was calling) is this a good time, if yes. Then I would ask, what did you think of the information or how did you like the information or well, what do you think, or do you have any questions. Now I don’t think that is the way to start. They can shut me down before I can get started with Dialogue. 

I know the power of dialogue, but how can I get there from here.” Jerry.

My Answer!

1. Let’s deal with the rejection bit. Can you stop people saying No? Not entirely! But you can eliminate your fear of rejection by turning it away from you being personally rejected (which affects your feelings) to the rejection being focused on your solution - not you.

   There are always people who are going to say no – that’s a reality. But there is a big difference between someone saying ‘No’ flat in your face at the beginning of the conversation (which usually comes from presenting or telling your story too early!), and someone exploring your proposed solution with you and saying no because it doesn’t work for them.

2. Follow Up. Leads are like ripe bananas – they ripen quickly. YOU MUST follow up within a few days (the time it takes for the material to get there plus a couple of days) from sending something.

   Ask yourself this…. do most people call you back if you ask them? In my experience, they don’t… for lots of reasons… all theirs! So, make sure you put in your message that YOU WILL BE CALLING THEM.If someone has asked, and even paid you for information, they have sent you a very strong signal… ‘CAN YOU HELP ME?’

   You’re like the flying doctor, except in this case instead of flying out to a remote part of the country to do an emergency operation, you’re REACHING out and dialoguing to see if you can save a LIFE!

   If you allow your own fear prevent you from following up – then shame on you! Because what you’re doing is potentially blocking someone from experiencing a difference in their life. Follow up. Follow up. Follow up. Besides, in my opinion, it’s rude not to follow up!

3. Making the call. After alerting and REMINDING the person why you are calling… they asked you to – and this is covered in my CD’s “12 Ways To Start Effective Conversations Without Fear” I would ask:”Was the information useful to you and what you were looking for?”

   (I would NOT ask if they have read it or had time to read it. The reason being is that if they say no… I’m possibly into having to make another call at a later date. My objective for following up is what? ….to FIND OUT what they are looking for… NOT if they have read my brochure or tapes)

   If the answer is: “Yes”… use these kinds of questions to open up the conversation.
   “Can I ask you… what was it in the material that caught your attention?”
   “Can you tell me what parts of it you found useful?”
   “Perhaps you could tell me what you are looking for, so that we can BOTH determine whether what I’m doing will work for you?”
   You then ask further questions to allow the essence of the other person to surface … the way you learned in the classes, or my book, to move forward on a voyage of mutual discovery

   If the answer is ‘No!’  Ask…
   “Have you found what you’re looking for?”

   If they answer ‘Yes I have.’    Ask…
   “Can I ask you what you decided to do?”

   If the answer is ‘No, I haven’t'  Ask…
   “Can I ask what you ARE looking for to see if I might be able to steer you in the right direction.” You never know.  Your solution might have all the right elements, except they are not able to interpret it for themselves.  By asking questions… you might!

   If they haven’t read, listened to, or received the information, STILL ask them what they are looking for and continue the ‘Interview’ process. After all, they have the ANSWERS to what they want… and you might have the SOLUTION, so begin the conversation NOW!  That way everyone wins.

   As a reminder, listen again to my CD’s “12 Ways To Start Effective Conversations Without Fear” and if you don’t have them, click on the link to get your own. You’ll be glad you did!

About the Author

Michael Oliver is an internationally recognized trainer, speaker and author and the founder of Natural Selling, the only sales training program designed to really eliminate rejection and objections. Visit his blog and signup free to get blog updates by email, along with the latest news, free advice, additional resources, and a lot more! Go now to http://naturalsellingblog.com. While you're at it, check out http://www.naturalselling.com.

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