I was out having fun in the evening with some of the staff at an annual conference I was speaking at, when we were joined by a couple of people from another event. They discovered the company was a healthcare company.

Mistaking me for a distributor one of them somewhat aggressively challenged me with the question:

“So why should I buy your healthcare products?”

Before you read any further…. Think about how would you answer this type of question in this situation?

Most distributors I spoke with about this admitted they would blast off a litany of reasons why nutrition and taking good care of the skin is so important.

Why is there this need to tell?

The secret to effective enrolling is to get information first before presenting or telling. Our job is not to tell (sell) – our job is to FIND OUT – and in doing so let potential buyers tell (sell) themselves! Besides, think about it, I had no idea why he should buy anything. I knew nothing about him, and if I told him, it would only have been what I thought was right.

Here’s how I replied – quietly:

“I’m not sure – why should you?”

Without even thinking about it he came back with:

“Because I’m fat, I smoke and I drink too much!”

He answered his own question!

Not only that, the aggression immediately melted to nothing. Why? Because I chose not to return it.

Whatever emotional baggage he might have been carrying at the time had no affect on me. We can only be affected by others if we allow ourselves to be.

From that point we had a great conversation about what he could do about his challenges as he saw them. The last things discussed were the products.

And here’s the irony, because the products were discussed after other sensible solutions such as eating good food and exercise, they automatically had more value. Why? Because he didn’t feel he was being sold something.

If you would like more irony or coincidences in your life, consider my Audio’s (CD’s and downloads) called “Introducing Your Business And Products”. You’ll find a wealth of comfortable and very effective ways to talk with and attract people who will want to know more

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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