You do NOT need to be a salesman to earn an income in Network Marketing. You don’t have to be a smooth talker either….. You need to be a communicator, which by the way, does not mean a ‘natural born talker’.
Selling is Communication. Communication requires we be better listeners than talkers.
In the book, "Secret of Selling Anything", by Harry Browne, he says there are 5 steps for a successful sales interview, and they are:
1. Discover the prospect’s motivation ~ what he wants, what he doesn’t want, how he intends to get it. 2. Summarize the motivation so that the qualification for the sale is clearly understood between you. 3. Present your product solely in terms of the motivation he’s described to you. 4. Answer any questions he may have and discuss any drawbacks he may see. 5. Close the sale by encouraging him to go ahead and get what he wants. Now frankly, I have a hard time with the word ‘close’, and though it is a common term for ‘real world’ sales techniques, as Distributors or Affiliates in Network Marketing, it’s something we want to move away from. Closing someone in Network Marketing is old fashioned thinking and has proven to be less than rewarding in the long run. Too many times we are so excited about what we have to offer, given the opening, we just spew out everything about our product, the features, benefits, why the person needs whatever it is we are offering. Instead, when asked, maybe we might try giving just a tiny bit of information and then focus back on asking the prospective distributor or customer what they are looking for. What would that person like to accomplish. Listen to what your prospect is telling you INSTEAD of thinking of what you will say next while he or she is talking. It’s the simple fact that we ‘listened’ that will attract that person to be more interested in what we have to offer. ~Jennifer Fisher
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November 16th, 2009 at 5:04 pm
Jennifer, this is a great post. Listening to what the prospect is saying is the key.
November 16th, 2009 at 7:22 pm
Thank you for dropping by Perry. There was a time when I didn’t ‘get it’. Sadly to say I didn’t ‘get it’ because it wasn’t being taught.
It’s amazing what I learned when I started listening.
~ Jennifer