When talking with people to discover if they have the types of problems you might be able to help them solve, start by asking what I call Background Questions (in the Discovering Stage of the Natural Selling Dialogue Framework) that you use in your everyday life, such as:

“Do you have a family?”
“What do you do for a living?”
“Do you play any sports?”
“Where do you live?”

Now, these are not random questions. There is a significant reason why you ask them.

Each of these questions starts the Process of uncovering and exploring potential problems or needs that relate to your Solution. If a problem does surface in the course of your Dialogue, then you later link the specific problem or need to specific features of your Solution (Business Opportunity or Products) that will solve the problem. Simple right?

Here’s an example:

Let’s say you ask someone in a supermarket line what she does for living. You discover that what she does is far from what her main purpose or passion in life, which is to create a community for disadvantaged children. You also discover she hasn’t been able to achieve this because she has neither the time, because she has to work, nor the money.

What features of your business opportunity come to mind that could possibly solve the two problems?

One Feature is she can work Part Time to begin with. Another is that she can create an Income or more importantly a Residual Income base that will eventually take care of her everyday needs while she finds the funds to build and operate the center? This is what I mean by linking problems or needs to specific solutions when you make your presentation. If you think about it, you’ll discover more.

It’s clear, concise and based on facts and what you were told. It’s their story and therefore has credibility. Which is why presenting and “Telling your story” too soon is a guessing game that leads mostly to tears!

When you take this Natural “Counselor” Selling thinking and approach, it’s magical how quickly people will open up and reveal to you the real truth about themselves. As you give them time to talk about you’ll discover more ways than you’ll ever imagine to demonstrate how your solution makes sense to them! You’ll be bursting with ideas.

And you can do this with ANYONE! If you want help with this, consider getting, or re-listening to, my best selling CD program called “12 Ways To Start Effective Conversations Without Fear!”. It’s packed with ideas.

The key is not to jump in with your Solutions unless it’s clear that a Solution is called for.

Stay quiet within yourself. Continue to ask meaningful and relevant questions, listen and respond to what they tell you until you feel it’s the right time to offer a solution.

If you let your own needs to tell, what’s almost certain to happen? That’s right, you will be forced into presentation mode, which puts the focus back on you. So slow down to go fast… and it’s fast! In my 30 years of selling I know of no faster way to help people and get what you want.

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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