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Network Marketing Success...
Review of Michael Oliver: How to Sell Network Marketing Without Fear, Anxiety or Losing Your Friends
— by Irene Kirkman
October 28, 2008 1:37 AM
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.

Contents at a Glance
  1. Review of Michael Oliver: How to Sell Network Marketing Without Fear, Anxiety or Losing Your Friends
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