Here is an actual Dialogue I had with a friend who was a member of a small group I was coaching. Perhaps something in it will ring a bell for you. 

The following challenge was posed as a problem… 

One of the problems I face is that I don’t have enough time to go back to my clients to follow up after I have been of service to them. 

Why is it you don’t have enough time? 

Well, I’m too busy finding and servicing new clients… and following up takes too much time. I feel guilty not doing it because I promise them I will follow up in one year. 

Why does it take so much time? 

Because by the time I set the appointment and drive out there, spend an hour with them and drive back… it’s not really worth it because I can make more money seeking new clients. 

And you’re feeling guilty about it? 

Yes. 

Have you thought about what you could do? 

No… that’s why I’m asking you. 

Have you thought about doing your follow up over the phone instead of face to face? 

Well, I promised them I would see them. 

I understand that, however, what if, instead of promising them a visit, you promise to call them first to talk about and determine if anything has changed. If it has, you can then set an appointment, if it’s appropriate to do so. Would that make it more efficient for you and do you think you could eliminate your guilt? 

Yes it would. I never thought about that. We are taught to always see our clients.

I see. Do you think the approach we’ve just come up with will be more effective for you than what you have been taught? 

Yes… of course! 

Do you think it’s possible you can even call your present clients… the ones you’re neglecting… and take this approach even though you promised them a visit? 

Yes! 

Will you? 

Yes. 

What do you think would be an extra positive result by doing this, apart from relieving your guilt and having more satisfied clients? 

I’m not sure? 

How about referrals? 

I never thought about that. 

So instead of chasing after new clients all the time, do you think that if your present clients are satisfied with the attention you’re now paying them, they will be happy to refer your services? 

Yes… that’s an excellent idea, thank you! I will start doing it right away! 

I know it sounds obvious, but the obvious isn’t always so obvious. Sometimes it’s difficult to see the wood for the trees; especially if you allow yourself to believe everything you are taught. 

Note how much was covered with so few questions allowing my friend come to his own logical conclusion and motivate himself to willingly step forward and do something different. 

There’s two lessons here. 

Firstly, you need to be alert to the danger of being trapped into thinking or doing something that isn’t right for you. This can happen when you accept something simply because “That’s how it’s always been done.”

Secondly, notice how I helped my friend with his problem. I didn’t rush in and say “What you need to do is…” 

People rarely like being told what to do, even if you’re right! Rather I used the principles of Natural Selling and Dialogue to help my friend arrive at a solution that was right for him. 

Remember that you can use this approach in pretty much any situation where someone needs some help. Use it with your team members when they’re facing a challenge or with your day-to-day contacts with friends and family outside of business. 

Using Dialogue in this way is very effective and, as this example shows, quite easy. All you need to do is know how to ask the right questions and listen effectively. 

The best way to understand the dialogue process and how to use it effectively is to listen to my downloadable program called “How To Have Fearless Conversations and Build Your Business Faster…“ 

Listening to the audio program will both help you understand the approach at a deeper level and also let you hear for yourself how this works in practice.

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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