Success in Network Marketing depends on a distributor
really getting a number of key skil sets.. These skill
sets go far beyond mere information, training and sales
techniques. The truly successful MLMer actually becomes
these skill sets. Let me explain.
The vast majority of sales techniques and selling knowledge
used in the direct sales industry were developed in the
"product-oriented" space age of the '50s and '60s. The
focus was on product, good products, new products,
revolutionary products! Selling such products was simply a
matter of convincing your prospect of their value after
explaining all of their benefits. This simple show and tell
technique worked great in the industrial age and still has
its applications in certain markets and instances. However,
unlike the product-oriented past, today we're in the midst
of a people-oriented society. This is where Network
Marketing comes into play.MLM is about people and
relationships. Sure, there have to be great products; there
usually are. And sure, they need to enhance the quality of
life for those purchasing them; they usually do. But
there's more.MLM is about people getting control of their
lives (WHYS) , following their dreams(GOALS) , living their
values AND supporting (SERVANT LEADER) other people to do
the same. That's why typical "sales people" usually fail
miserably in MLM. They're so indoctrinated in product that
they lose sight of the fact that this is a PEOPLE business.
That's why so many distributors never really make it. Their
focus is in the wrong place; either on product or on making
themselves a lot of money-both of which are relatively
unimportant to everyone else in the world.
Network Marketing is about relationships. Period. That's
why the old theory of "throw enough mud against the wall
and see what sticks" does not work. It's not about other
people doing it alone and making you a lot of money.
Rather, it's about YOU partnering (TEAMWORK) with others to
help them realize their dreams--and then it's about those
people partnering with others to help them realize theirs,
and so forth. It's about you committing to the success of
others-a 100 percent commitment on your part, never "50-50"
as you may have been led to believe. This is where the
power of MLM lies! It lies in relationships-emotional,
committing, contributing, empowering relationships. And
whatever it is you contribute to others will come back to
you-ten-fold! What the upline is willing to do the downline
will do and what the upline will not do the downline will
not do, lead by example.
With this in mind, the successful distributor simply keeps
focused on the other person. This does not mean a
30-minute monologue on the value of the products or how
great the company is or what you are doing. It's really
about listening--instead of speaking. Listening to what's
important to the other person. Hearing their concerns,
commitments, and dreams. What's missing in their lives?
What are their values and where are they not honoring them?
It's about developing a vision of what an ideal life might
look like--a life without regrets. It's about seeing only
possibilities for life instead of stops. "OK-so how do you
get there?" Great question. Let's start at the
beginning-with prospecting. When you first approach a new
prospect you are most likely an intrusion into his or her
life. Prospects have their own concerns, pressures and
agenda of the day. These commonly result in some degree of
resistance to taking the time and effort to listen to what
you have to say or offer. So, your first objective is to
break this invisible resistance by getting their attention.
The best way to do this is usually by talking to them about
something they are interested in-usually themselves. Some
call this "building rapport." After all, since Network
Marketing is a people business, what better way is there to
begin a new relationship than by truly getting to know your
prospect? Do this by asking questions about them-what they
do, their hobbies, passions, family, where they're from,
what they like to do in their spare time, etc. Ask a
question, then listen. Listen to what they say AND to what
they do not say. Call them by name. Offer a sincere
acknowledgment, if appropriate. In short, get to know them.
Next, look to create interest for them. From your
listening, you will have determined much of what is
important to them and what's missing in their lives, i.e.
where you and your opportunity might be a contribution. If
you create enough interest, no prospect will be too busy.
We humans are all tuned into the same radio station--WII-FM
(What's In It For Me?). Peak their interest; arouse their
curiosity to learn more.Don't even think of continuing with
your conversation until you've successfully done this much.
If you need to spend the entire first conversation
building rapport, getting to know them, do so. It's better
than steam rolling into your monologue of what's important
to you before you set the stage for them to want to listen
to what you have to say. You will never successfully enroll
a prospect before you have "created a listening."
Remember the rest of the article is in Part 2 of My Secrets
of Networking Revealed.
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If you'd like to learn more about a brand new prospecting
system that builds YOUR primary business and generates
multiple income streams, go here:
http://www.pathtopresident.com/r/blindguy55
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