Perhaps you went to a presentation, you liked what you saw and what you heard, but you had that nagging in the back of your head. Geez you say to yourself, this guy is good, and he can clearly sell, I couldn't do that.
Whether it be at a product presentation, or a conversation at a home tasting, or somewhere else - many people do not join the wonderful world of network marketing as a result. This article explores the notion of "I'm not a salesperson", and dispels the myth.
Sales People Are Not All Sharks
The first thing I feel it important to mention before we get started is that people have stereotypes of what sales people are and how they behave. It is unfair to tar them all with the same brush, yes there are those that would sell their granny and use every trick in the book to get you to sign a contract, but there are also those that try to understand your needs and position their product in such a way as to benefit you if it can.
All too often we have an impression of Minder (for those of us that are old enough to remember the TV show), or the pushy estate agent trying you to buy your first property. When talking about not being able to be sales people, this is the likes of which to whom I'll be referring - as personally I believe we could all be consultative sales people; Have you ever recommended a film to a friend, or a car, a mobile phone, etc. then you have done consultative sales though have not directly benefited from it.
Selling - We Do It Each and Every Day
In my view, in your average day you will have sold several things to somebody, as well as yourself! This could be an idea, such as where to go for lunch or what to have for dinner, or me selling the idea of the kids doing their homework. You see for me selling is in effect the art of influencing, and since a young age we have been practicing this - trying to convince our parents to buy things at the supermarket or let us stay up later.
Okay, but selling isn't that supposed to make us money, isn't it that you sell something and you get reward in return. Well yes, but that reward is not necessarily money.
Selling Within an MLM
The first rule in selling and this is a universal rule, if you don't believe in your product it will come across in everything you do, and people will pick up on that - it is better to believe in a product and not be polished as a sales person than it is to be a polished sales person that has lost faith in their products and the benefit they bring.
MLM SHOULD NOT be a hard sell, if you are getting to this point then you have become that stereotypical sales person. Besides if you do that all the people you bring on board will emulate you, and you'll find your team is build on foundations of sand, it would only be a matter of time before it crumbles.
MLM SHOULD be a matter of talking about your product with enthusiasm to family, friends and others you know. Then inviting them to share some of your products, and inviting them to join and do the same or to simply to purchase those products from you.
The manner in which you share the products and the opportunity should be done in a friendly environment, using the trust you have already built up. This is called referral marketing and is far more powerful than any other form of sales, the whole point of this approach is to avoid raising peoples' natural barriers. Anytime someone is being sold to, or feels like they are being misled (even at a subconscious level), these barriers get raised - it is an inbuilt protection mechanism.
Retain that friendly environment and keep the trust, and you will find yourself selling more and moving up the reward structure of your MLM. Teach those you to sponsor to do the same, and you'll go far.
Are You Too Polished?
Did you know that it is possible to be too polished, I mean if you're too slick it can work against you. One reason for this is that people like to find flaws in things, and if you don't give them an obvious flaw they will look harder for one deeper down. Another reason is that it makes people feel uncomfortable, and the natural rapport that you may be broken down.
It's fine to make mistakes, and laugh about them with whoever you share the product or the opportunity. People buy people, that is to say despite all my logical reasons for buying or not buying, underlying my decision will have been taken almost certainly for emotional reasons (don't believe me then go study the teachings of the likes of Zig Ziglar, Tom Hopkins and Brian Tracey).
Things You Can Learn From Top Sales People
Having said you don't need to be a sales person, there are things that you can learn from the top performing sales people:
- Be organised with your time. the more organised you are the more time you can spend talking to people. If you say you're going to call someone or email them, then do so. If you know someone you sponsored is running a home event then diarise it and follow it up to talk about it.
- Work in a set area on a set day. If you are traveling to meetings make sure that you organise them in the same geographic region - sounds simple but driving for hours is not particularly productive.
- If you do find yourself driving for hours, then please do yourself a favour and use the time to listen to a decent audio education program rather than the radio.
- Keep on top of your prospective customers and distributors, and those you have already signed up. That is to say you need to know when to send them an email, when to pick up the phone, etc. In the seminal work Dale Carnegie talks about how to win friends and influence them - much of his teachings still hold true in today's world.
- Implement the 80/20 rule, spend 80% of your time with the 20% most likely to be leaders in your team, these are the ones that will propel you to greatness. Of course if someone is already doing well then you will also have to learn to let go - but remember teaching can work both ways.
- Never, ever stop learning. Those that profess to know it all are limiting their growth and generally not very fun to be around.
- Always be attuned to opportunities, when ever you are out an about, you may hear something or see something that inspires you.
- Keep up on new products, they can open new markets.
- Someone that does not get involved now, may get involved later, or know someone else that may want to
- An unhappy customer will generally tell more people than a happy one