This Way Or That Way? You Choose
By“I’m in conflict. How can your Natural Selling approach work when people in my company use the conventional way of selling almost exclusively? And how do I train my down line using Natural Selling when the company’s literature and support, is based on the conventional approach?
I get these questions presented to me all the time. So here is my answer in a nutshell.
First. There is no right or wrong way.
Second. It comes down to personal choice. It’s your business, and my suggestions are:
- “Do what you feel is best for you.”
- “Do what works for you.”
- “Do what is most fun for you.”
- “DO – IT.”
Whatever you choose – DO IT. Every day. Bit by bit. One step at a time. Nothing will change until you do.
Here are a few thoughts. If you choose to take the Natural Selling approach, what other people say will not affect whether the approach will work for you. Only you can do that!
Top income earners in some companies I have trained still only get meager recognition for their results. Most don’t really mind because they evaluate their results not only on the monetary reward but the reward from having helped as many people as they are able, and the self-fulfillment that brings. These are self-realizing people who taking the wisdom of Socrates to heart; they know themselves… and get on with being and doing what they know is the correct path for them.
You probably chose Network Marketing to get out of the limitations of the box you had created for yourself and break the mold. I’m not sure you chose it to get moldy in another box!
The same happened to me many years ago. The moment I broke from the cookie cutter mentality of old fashioned selling, which is comprised presenting/telling your story, closing and handling objections, my results went through the roof.
From my perspective, we’re not all cookie cutters. Unfortunately old-fashioned sales training has attempted to turn distributors into just that. It’s saying the same thing over and over hoping that something you say will resonate with the other person.
Why base your success on hope and talking with as many people as you can, when you can base it on something more tangible and from talking with fewer people?
Deepak Chopra defines success partly as, “… the ability to fulfill your desires with effortless ease.” If you want to fulfill YOUR desires with effortless ease then there is nothing easier and more satisfying than the Natural Selling approach of asking questions and quietly listening to someone tell you in great detail…
- What they want
- Why they want it
- Whether they are motivated enough to make a change to get it
It’s easily taught and it’s all you need to listen for before deciding whether to talk about your solution.
Training your Down line
People follow people/leaders who resonate with them. Most of your down line you enroll will replicate what you do if they feel good about how you approached them. First you have to do what feels right for you. This is being authentic.
You don’t need money, rank or position to demonstrate or feel this. Money, rank or position is an illusion. They can just as easily be lost as gained. The mere fact you chose to break away from the pack and take a path toward being responsible for your own well being, makes you a leader.
Company Literature
Your company literature and support is all useful and useable no matter what approach you use. However, instead of using it as a sales crutch, (handing out CD’s, driving people to a website presentation as your first objective, etc.,) hoping it will ‘sell’ the other person; use it instead as a sales tool. Use only what is relevant for the particular person with whom you are speaking.
Consider getting my new training audios call “How To Have Fearless Conversations…. if you haven’t got them already. They are full of up to date material.
They will also help you choose how you view yourself and the world, instead of allowing outside forces to choose for you. You have a magnificent capacity to help more people and help yourself comfortably and effectively like never before. You know what you have to do!
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.Subscribe by email and get blog updates, news, and more!
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Thanks Michael,
I’ve read your book a few times and always pick up helpful nuggets of information from each of your articles.
Gregory
Right on! I especially agree with not using the company literature, CD’s, DVD’s or website presentations as a “crutch”. Ask questions, listen and find out first then direct to the appropriate sales tool…
Is “How To Have Fearless Conversation” the same as the previous “How To Sell Network Marketing”? By the way How To Sell …… is fantastic. It focuses on the prospect and not on telling our story.
David
David… It’s an updated version of the original as well as bringing it all together in one coherent flow. It will make your understanding of the original mush easier and faster.
Thanks Michael, your information is always useful. It is easy to get caught up in which method to use and not take action, as there are so many sales & network marketing trainers out there today. You truly have to do what resonates with you. I saw some of your material and it was like I had been set free, and took action. Asking questions and TRULY LISTENING, is always appropriate.
“People follow people/leaders who resonate with them.” This is so true. Network marketing is a relationship business and people join people/leaders they feel they can trust and work with. Thanks Michael for this information.