Don’t say too much…I heard this,
so I was taught a new script….
Me..Are you in front of a computer…
Me…then go to www.blah,blah,blah
Me…look, I’ve already said too much…just do it
Me…look…I’ve already said too much!!!..
Me…Man…didn’t I have you at Hello????
(under your breath you say…you’re
supposed to be my trusted friend!!!)
Me…I’ll call you back in 20 min.
Me…(sigh)…yes why…why didn’t I have you at hello…..
I wrote this a few years ago as a funny way to introduce
this topic. Communication skills are so important, especially
Many people are sadly skeptical about MLM’s because of
things they’ve experienced or heard about, and many people
will not even give you a chance to show them anything.
I have found that it is very important to treat people as
individuals and listen to what they want in life…
you will find out a lot if you let the other person talk.
Listen for things they have that are problems that you
know you have a solution for with your company.
In other pages and posts I have done you will see that having
a Home Based Business is so valuable for tax deductions…
so in your business you not only have a way for them to
make money, but also save money too.
You have something of great value for them…
believe that, and it will be much easier to talk with
them about it.
I know there are people who would look for online marketing
means where they don;t have to talk with anyone, and that is
a big mistake. This is a people industry, and you will enjoy
yourself more, have more loyalty, more success if you take
the time to work with your business partners.
Let’s continue with my original post..there are still good things here
to think about.
Saying too much can be a problem…but saying too
little can also bring it’s frustrations as the industry
tries new approaches to get people involved.
Let’s talk about when you are in front of your
prospect either literally or on the phone.
Saying too much can be a problem.
You see someones eyes glaze over…
they’re secretly planning their next vacation
while you are speaking…or you have dead
silence on the other end….NOT GOOD!
I call it “barfing on people”. When you are engaged
in a one way conversation you are leaving out the VIP
of the equation….the prospect. It doesn’t matter why this
and why that. For you, what matters is having a 2 way
conversation to find out what matters to them.
Have you ever been accused of listening too much??
What…you didn’t do the 20 step close!!
Engage the other person in the conversation,
you’ll be well liked for it, and you will be
building the rapport necessary in this industry.
Remember…it’s a people business!
So, how do you do that…
you do that by asking open ended questions.
These questions begin with:
Who, What, Where ,When, Why and How.
Remember learning that sequence in grade school.
If you use…Do you … you will get yes/no answers.
Remember to be interested and genuine….the conversation
will naturally flow. Listen carefully to what your prospects are
telling you…you will find out a lot about why your deal may
or may not be the right fit for them. They go away feeling
good about you….no one likes to be sold, and you go away
with a strengthened connection with them.
Besides….isn’t it more fun to be in a 2 way chat
than to have all the pressure on you and your presentation
techniques. You decide!!
Two amazing resources have influenced me
in this area the book “The New Conceptual Selling”
by Robert B. Miller and Stephen E. Heilman.
And training by Tim Sales…an industry giant.