MLM Tip #4: Consultative Selling

MLM Coach Curt shares a great mlm tip to avoid assumptions in your marketing as you build your business.

MLM Coach Curt

 

Curt Johnson
www.CoachCurt.com

If you prefer to read instead of listening to the above video here is the transcript:

“Hello, welcome everybody this is coach Curt Johnson in Rockford Illinois outside of Chicago about 90 miles, just enough to be away from the big city but close enough to travel to and makes it convenient. Welcome regardless of where you’re from or where you’re watching this from.

This MLM tips with coach Curt the Thursday morning edition of the 27th of September 2012. If you haven’t been following along with the series you can watch the previous recording right on this website, coachcurt.com.

What we are doing with the short trainings on Thursday mornings is to go through the book of New Conceptual Selling by Norman Hyman. I turn to consultative selling and even though this book was written for business to business marketing and sales the application of the tried and true principles of business and sales and marketing are very solid and I just share a few quick things applying them to our home businesses, our industry, affiliate marketing, network marketing and so on and so forth.

That’s one of the thing I like to do, unfortunately there’s a lot of nonsense in our industry and network marketing in particular that ignores tried and true business principles. I like to bring solid business principles to those who want to be professionals. I’m old fashioned, if you want a professional income you need to have professional skill levels.

Let’s dive right in and have a quick review over the last few weeks and then continue on to tip #4. Consultative selling on recording previous you can go back to tip #1 under the topic of why your costumers really buy. Perry Marshall, who I followed for years made this famous..when people buy a drill it’s not the drill they want, they want a hole. You have to find out what your prospect wants before you present the solution. Find out what it is they are trying to accomplish before you give your pitch, if nothing else you can taylor, you can craft, you can mold your strengths of what it is you’re offering someone around what it is they’re looking for and hopefully that’s appropriate.

Tip # 2 was under the title or topic of how your costumers make buying decisions and the tip I shared that week was be your prospects research guide and advisor. So many marketers, so many sales people, come off right away that they have the answer for you. They may or may not and unfortunately may not get that chance to find out when they present it that way. Be your prospects research guide.

Tip # 3 is you need to understand where they are in the process and that you are there to help them make the best decision for you. Part of what you sell is YOU so you already have a strong, strategic advantage to let people know you’ll travel with them. Don’t be thinking about a short term win, getting them to buy something or sign up for something, really strive for win-win. Think long term in your business. Don’t be thinking about the money you’re going to make in the next six months or six weeks, be thinking how can I partner with this person on a long term basis so that it is mutually beneficial, helping them fulfill their longer term goals.

Tip # 4, now we’re in to fresh material today again with using the New conceptual selling book as a back drop, as a foundation for this. The title chapter four in the book is life beyond the pitch. There is really good wisdom in this book. Treat every sales call as if it was your first call with that costumer. The book was written in business to business funicular and I’ll try to translate this into what we do, just talking to our friends, bringing leads on line, being on Facebook, whatever. I’ll reword that and say treat every conversation that you have with someone, if they are looking, if they are investigating, or you’ve hinted here or there as if it’s your first time.
If you don’t have that in your mind, even the information that they told you two weeks ago you need fresh information to fulfill their need now. This has happened to me several times, this is an example..I’ve talked to people that have lost their job and going on line looking for a business and we talk about that and how they need to produce a full-time income, so okay great now they haven’t done anything we kind of loop back, send a follow up note or they come to a subsequent webinar and I get on the phone. If I don’t pause and take the time to reconnect and re-ask some of those questions, I’ll lose them.

For instance there has been several times I’ve made that mistake or fortunately haven’t made that mistake but the person in that intro of two weeks or two months or whatever the case might be, they found a job, they found a job that they like, a job that will make them lots of money and so if I approach it with the same thinking or same track I had those two weeks or two months ago you’ll probably lose them.

You probably lose them anyway but if just say that’s great, that’s wonderful, affirming and rejoicing with them, don’t think that you’ve lost your sale or connection, ask questions..be creative, be wise, use wisdom. For instance now it’s possible that “George” doesn’t think what you have to offer him applies anymore and there’s three images to overcome.

There could be a discrepancy in his mind. Number two is importance or how strong now is his desires. Desires may include what you want to do in partnering with him or whatever has gone down. The problem he is trying to solve to feed his family is also maybe in his mind is thinking that it’s resolved now. Maybe, maybe not, but it’s worth you taking all the effort to generate in a sense the leads to make the connection, to find an interested person and so many marketers when they talk to someone like that and two months later they give up, don’t give up, continue the relationship building process.

If I were in that shoe and making that conversation with someone, again in their mind in one of these images in their mind they say what Curt has no longer fits I ask them what they’re going to be doing, ask them how many employees there are, say oh you’re the new guy on the block, remember the anguish you went through when you lost your last job, do you ever want to be in that situation again? have they guaranteed you income? do you have like a 5 year contract with them? Have they promised not to fire you and keep you on board? So you can lose your job again?

Rejoice with them that they got a new job but encourage them to join you part time or on the side. Encourage them to work 5-10 hours with what you’re doing just incase that happens to them again you’ll be way far ahead of the game. The second thing is I thought you said you wanted to move to Florida and buy a big boat, that was a dream of yours wasn’t it? Will this company transfer you to Florida? “No”. So this job, even though I’m really happy for you, you’re not going to fulfill your dreams then with this new job? “Well no”.

Okay so let me tell you what then “George” this seems like this could still really be a fit for you, I’m happy that your immediate needs are being met, but would you still like to research with me and perhaps maybe not as strongly or aggressively or go after full time with me, most of the people I do this with work about ten hours a week so you’re never in that situation again the rest of your life and you have a greater possibility of fulfilling your dreams, would you like to do that with me? “George” might say well yeah maybe I will, or he won’t. Let “George” go, just check back with him in a few months and see how he’s doing.

It’s very possible that I’ve saved or retained relationships with people and have brought them into my business by treating every sales call as if it I was my first one. When in between the intro when someone is looking and researching at what do and what you’re doing with your business, any images that they have there’s an expectancy of importance of solving a problem that’s when we need to help our potential customers and clients with.

We are going to continue on with tip #4 and I’m looking at the crowd today on the webinar and I think we all know who this is, I grew up watching this guy in High school. The “fanz” who is probably one of the few figures on characters in television that with a very, very strong ego that people like. Most of the very prideful ego type personalities are bad guys, the antagonists. He had a very strong ego and everybody liked him, he was cool. Lafauns assumed things about himself and assumed things about others and you can say whether or not thats good or bad but when I thought about assuming things I thought I’d look for a graphic and I thought of him because he assumed he was cool and everybody liked him.

Anyway that’s kind of a silly segway into often times in our presentations or when we’re talking to people into becoming into our business or becoming partners with us, sometimes we make assumptions that hurt us. Again this goes along with tip # 1 with why it’s so important to know why your customer is buying or why a person might what to do business with you. You don’t assume anything. These are some very common MLM assumptions that are propagated or network marketing or online marketing assumptions that are propagated, I wouldn’t say that they’re not true but they’re not true to the masses. So common in MLM is income desire.

There’s so many pitches and plans and on and on about the guy in front of the sports car with one million dollar house and the speed boat saying here you can live this dream life. That’s making a really huge assumption that A) that’s the kind of dream life somebody wants and B) that that income level is what they want too. So when you present it assuming that that’s what everybody wants, I want to be wealthy and enjoy the life of the rich and famous, is a horrible assumption to make. It might be okay if that is what someone wants, I don’t criticize them for it, I do and will some subsequent training on why that won’t get them to where they want to go. I do not believe that’s a strong enough desire for ongoing, true success, but that’s neither here nor there, I’m not going to preach today. Don’t assume that.

Most of the people that I’ve talked to, and i’ve talked to thousands over the years..what they’re really looking for is usually one of two things. They’re looking for an extra five to ten thousand a month so they don’t have to go in debt or use their credit cards. They want to supplement their income, they don’t see themselves quitting their job. Their head is at “I need a way to make some extra money”.

The second person, the most common person, is the one that wants to replace their income. That is really all they are wanting to do. If they’re making $50,000 a year they would love to make $50,000-75,000 a year with a home business, that would be absolutely thrilling for them. When we come on and assume they want to be rich, we’re shooting ourselves in the foot. We’re not connecting with people.

The second thing I’ve already allotted too is the job employment. We assume everybody hates their job, they don’t. Not everybody hates their job. Not everybody see’s themselves leaving it. Maybe they’ve been somewhere for twenty-three years and in seven years they get an incredible pension plan. They’ve been dreaming of that for twenty-three years. You’re not going to take that dream away from them and convince them to quit that. We make that assumption that everybody wants out of their job and it’s simply not true. I have my job, I don’t’ what out of my job, I work 50 or 60 hours a week and I’m a network marketing coach, I don’t want to leave that. and so don’t assume that either.

Number three is the motivational number. Often times we assume the motivation level and that’s not true either. Just because you’re talking to someone or generating a lead it takes more conversation to determine just how motivated they really are. I see a lot of this and we’ll train on this as time goes on, I see a lot of marketers waste their time talking to people who are not really motivated. They’re just nice people and like the idea of extra money. Who doesn’t like the idea of extra money? They’ll talk to you till they’re blue in the face but getting home to watch their four sitcoms is just as important to them. You don’t want to work with someone like that. I hope that makes sense and I’m about to preach again so I’ll shut up.

Again tip number four is don’t assume anything going into the conversation. Talk, have conversation, ask them what’s going on. Ask them questions that you are comfortable asking them. How long have you worked there? are you liking your job? Pick up on their hints so when you get to the points you can say you know what I have this and it might be a fit for you because….then you are able to form and craft it into something that fits in what they’re looking for.

Hope that makes sense. This is coach Curt I’m signing off and have a blessed day!”

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