Bad taste in your mouth from MLM?
Try more Michael Oliver:
You might come across the skeptic who tells you things like…
"Your solution will never work for me."
"The culture here is different, it will never work."
"It’s OK for some people, but not for me."
"Too many people have been burned… it will never happen."
"No one will buy these products… they can get them cheaper in the stores."
Now, these thoughts and comments are not objections!
If you treat them as such and use old mindset techniques such as the "Feel, Felt, Found" approach (if you’re not familiar with this, I explain it further on page 243 of my book) that tells them they are wrong, or attempt to justify your position using comments like, "Compared to what?" – Then be prepared for the ultimate pain – rejection!
So what to do?
Do this. Ask these simple questions, remembering it’s not only what you say, it’s also how you say it;
"When you say my solution will never work for you, have you ever tried it?"
"No"
"Then I’m curious – how do you know?"
To which the answer almost every time will be that they don’t know.
And because they don’t and you haven’t defended your position they have to rethink theirs.
Instead of you justifying your price, they have to justify or explain their statement and give you some history as to where the statement came from.
Now you have something to work with!
There is always history behind people’s first comments or statements. You must get underneath what they are saying and find out the history that is supporting their belief by opening a dialogue about it.
This is what you are doing when you gently challenge someone’s beliefs by asking a question. Once you’ve opened the dialogue, you have the opportunity to discover what the other person is really looking for and whether you can help them.
More often than not you’ll find you’ll end up asking the ultimate Qualifying Question;
"Would you like to find out more?"
It’s easy to have fun and help people at the same time when you use the principles of "Natural Selling" and the Conversation Framework that’s set out in my book "How to Sell Network Marketing Without Fear, Anxiety or Losing Your Friends!".
To your success…
Reprinted with permission from Michael Oliver, Natural Selling® Sales Training http://www.naturalselling.com
