Reading How to Sell Network Marketing without Fear, Anxiety or Losing your
Friends by Michael Oliver will be an Oprah light bulb experience for you!
If you have ever struggled with getting people to join your business you are
about to discover WHY!
"Let me share with you the inner secrets, and practical principles of NATURAL
SELLING that will change your network marketing business and personal life
forever!" Michael Oliver
"One of the most magnetic ways I know of attracting people to you, is not to
tell people what to do, but let them know how what you do, helps other people."
Michael Oliver
Sound good?
Michael Oliver teaches us how to:
Eliminate rejection
Eliminate objections
Eliminate your fear of talking with people
Develop the art of asking questions
Learn how to listen and what to listen for - this is a critical ingredient for
success
Have people listen to you!
Effectively reply to questions
Eliminate attrition
I met Michael Oliver 3 or 4 years ago. He was the keynote speaker at a luncheon
for direct sellers. He was very personable.
What I noticed about Michael is that he asks questions; lots of questions! But
other than that he doesn't say much; he listens. Now that's an art!
I've heard for years that we were given 2 ears and 1 mouth for a reason! I
bought his book and several of his CDs that day!
Michael Oliver's advice works for both offline and online marketing.
Although Michael's book is based on helping people who are using the old school
methods, what he teaches is invaluable for talking to people once they have come
to you via
attraction marketing. We focus so
much on the 'finding' part that in many cases we are unprepared for what to do
next!
People skills are critical to your success in selling your business opportunity
(your solution).
Traditional Sales Techniques Don't Work
Michael Oliver explains why traditional sales techniques don't work:
"Traditional selling depends on [sales] techniques and systems that persuade
people to do what you want them to do (even if you are coming from a place of
wanting to help) while Natural Selling comes from an inner desire to serve and
allow others to persuade themselves before presenting your business
opportunity."
"Knowing how to ask the right questions at the right time.and listening.are the
essential problem-solving tools of the effective distributor. Learn the inner
secrets of being an effective distributor by helping others get what they want
without using traditional techniques of selling, manipulation or persuasion."
Michael Oliver
"Techniques are many
Principles are few
Techniques will vary
Principles never do!"
There are 4 Universal Sales Principles of
Success:
Michael shares four Universal Sales Principles of Success!
Natural Selling is a proven method of communication and selling based on these
principles. Learning this method will help you develop effective people skills
and how
to successfully apply them.
These universal principles will help your potential partners persuade themselves
into taking action. We are all familiar with The Secret and
the Law of Attraction by
now.
Michael Oliver was teaching these Laws of Attraction years prior to The Secret
taking the world by storm. He teaches you to use the power of a dialogue
combined with these principles. He calls it The Four Universal Sales Principles
of Success By Attraction.
.. PRINCIPLE #1 Helping other people solve their problems.
.. PRINCIPLE #2 Listening to what is being meant, not just what is being said.
.. PRINCIPLE #3 How to ask the right questions at the right time.
.. PRINCIPLE #4 Feeding back what you think you heard they want.
To remember these principles I use the acronym HALF: Help, Ask, Listen and
Feedback
Traditional Selling:
Traditional selling techniques focus on presenting, closing and overcoming
objections. The emphasis is on you and what you want (= fear and anxiety)rather
than learning about your potential business partner and what they want.
Oliver says by "Using your own style and personality, let proven principles and
methods based on universal ancient wisdoms work for you to get the results you
want."
When you take your eyes off yourself and focus on others the process becomes
fun. My mentors were always telling us to have fun. I wasn't having fun! Now I'm
having fun!
Traditional selling spends 10% on building rapport, 20% on identifying needs,
30% on presentation and 40% on the close.
Michael Oliver turns the sales pyramid upside down by spending 90% of the time
on discovering people's needs and building relationships with only 5% on
presenting and 5% on getting a commitment.
7 Actions to Turn Theory Into Practice
Michael outlines seven actions we need to take to turn theory into practice.
Two that were key for me were:
First letting go of your attachment to the outcome - this was huge!
Secondly, letting go of the tendency to start 'selling' as soon as you get a
whiff of an opportunity. So often a person says one tiny thing that we take as
interest and we make this big leap in our head that that means that they must
want to join our business.
The Dialogue Framework:
On p.150 Michael uses a dialogue framework to take you through the stages of
conversation:
.. Connecting Stage
.. Discovering Stage-5 parts
.. Transitioning Stage
.. Presenting Stage
.. Committing Stage
This is a great diagram that you can print out and use as a guideline.
In Stage 5 he clarifies that this may or may not be a commitment to become a
business builder. It may be a commitment to take the next step in a series of
action steps. (part of your funnel).
WIIFM, What's In It For Me?
People are not so interested in what it is, but what it can do for them. Keep in
mind your opportunity may or may not be their solution This is why I encourage
you to become a solutions provider; but that's another article.
Whether you are building your business online or offline Michael Oliver is a
tremendous resource to aid you in building your business.
To get the help you need to grow your business and for more on the consultative
approach, click for step-by-step
Internet Network Marketing
Training.
