allow yourself to receive
Welcome to this weeks gift of value from Michael Oliver.
He continues to provide valuable information to support self growth and encourages us to give, give and then give some more. He is right. If you don’t agree, give it a try and see for yourself… CSea Perkins
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You’ve often heard me say that the main cause of objections and rejection is telling your story or presenting your solutions too early.
I’ve noticed that many network marketers typically fall into this trap when the person they’re speaking with says something like…
“I wish I had more money.”
That’s usually a cue to rush in and present a solution.
Unfortunately, the result is usually indifference at best, and objections and rejection all too often.
Why would this be? After all, it seems pretty clear that the other person has a need!
The problem is that the real need is not being addressed.
Wanting more money is what I call an “Outer logical need”. It’s just a fact. The problem is that facts on their own have very little power to internally inspire people to change. So if you immediately respond to this logical fact, you’ll meet resistance 99 times out of 100.
You can see why it’s called a numbers game. I prefer to call it a lottery!
What will really motivate someone to change are the deeper emotional reasons that lie behind the factual statements. And it’s these emotional needs that you must uncover and allow the other person to talk about.
So, how do you do that? Well, by asking the right kinds of questions!
Here’s a sample drawn from Chapter 8 of my book “How To Sell Network Marketing Without Fear, Anxiety or Losing Your Friends!”.
They’re the kind of questions you can ask when someone says something like “I wish I had more money.” I’ve also pointed out for you the type of question that each one is.
You can find out more about why, when and how to use them in my book.
“How long has not having money been a problem for you?” (Needs Awareness Question)
“What does not having the funds prevent you from doing or having?” (Needs Development Question)
“How would having more money make your life different?” (Needs Development Question)
“Is that important to you?” (Qualifying Question)
“How would that make you feel if you could do that?” (Needs Development Question)
What you’re doing is asking the questions that the other person would have asked themselves if they had known what to ask before getting stuck in their present situation!
And by doing so, you’re uncovering their real needs.
So before rushing in to present your solutions in the form of your products or business opportunity, understand their present situation and how they feel about it. It will help them inspire themselves to make a change as they feel the discomfort of their present circumstances as they listen to themselves answer.
Remember, people make decisions based mostly on feelings not on logic.
Have a peaceful and prosperous week…
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Best Selling Author of “How to Sell Network Marketing Without Fear, Anxiety or Losing Your Friends!“ – Selling from the Soul. Ancient Wisdoms. Modern Practice.
