If you’re actively selling products, you’ve probably heard the following questions before from potential customers who point to one of them and ask…

• “What is this?”
• “What does this do?”

In my workshops when I ask this question, I invariable get a DATA DUMP of what the product IS with lots of features and technical jargon, such as, “It contains XYZ, a powerful anti-oxidant”. So what? What does this mean to me or anyone else?

Data dumping will cause people to mentally shut down and go away, unless you can describe your product with the language of – what’s in it for them or, HOW IT HELPS PEOPLE.

What someone is really asking is, “Tell me how this helps me.” Read More→

A common response many Distributors get from the people they speak with is, “I don’t have the money”.

The standard network marketing reply that most Distributors are taught goes something like this…

“I know how you feel. Many people I first spoke with felt the same way and what they found when they started, was that it was the best thing they did….”

Or they justify it with… Read More→

In the last “Oliver’s Twist On Selling” I wrote about having a 24 Hour “Maybe Day” and eliminating your “Maybe List” of potential partners or customers. These are people you might have allowed to hang around, clutter up your mind and slow you down like a dragging anchor. I left it with the hanging question, what’s the worst that could happen?

The worst thing, according to some distributors, is that at the end of the day no one joined.

Well, the objective IS to eliminate your Maybe List… whether anyone joined you or not! Read More→

My study is where I do most of my work. Every 6 months I spend a profitable day “Feng Shui-ing” my “Maybe List” of potential clients I had “allowed” to hang around, clutter up my mind and slow me down like a dragging anchor.

Maybe you have your own “Maybe List”; one that you’ve allowed to slow you down sucking out the energy that you could otherwise use to carry you profitably forward?  If so perhaps it’s time to speak with the people you have been hoping, wishing, praying for to join you, and ask them the liberating question, “Are you ready to make the change?” Read More→

In one of my Natural Selling workshops, I was demonstrating through a role-play, how to talk with another person, by basing most of my questions on the answers I got to my previous questions.

The role-playing was purposefully set up as a difficult conversation. It was based on discovering what this person wanted in life that she didn’t already have. It appeared there was a lot!

It came to a point where I asked a final Qualifying Question; (though as far as I’m concerned, they’re all Qualifying Questions); Read More→

When talking with people to discover if they have the types of problems you might be able to help them solve, start by asking what I call Background Questions (in the Discovering Stage of the Natural Selling Dialogue Framework) that you use in your everyday life, such as:

“Do you have a family?”
“What do you do for a living?”
“Do you play any sports?”
“Where do you live?”

Now, these are not random questions. There is a significant reason why you ask them. Read More→

Have you considered what with the millions of layoffs and the corporate and institutional corruption – it’s become glaringly obvious to people, that relying on the ‘security’ of a regular paycheck or government handout, becomes more of a personal liability than an asset?

The big machine of corporate life that expects us to leave our souls at the corporate door at 9am every morning, without realizing that both the way we live and work is an expression of our soul, has cracked at the foundations. Read More→

The Austrian philosopher, Franz Kafka, once said,”…learn to become quiet and still, and solitary.  The world will freely offer itself to you to be unmasked.  It has no choice; it will roll in ecstasy at your feet.”

Kafka’s truth is deeply reinforced for me when I attend networking meetings.

There can be a lot of nervous energy and “anxiety flowing when people talk about what they do. We all want to make a good first impression, but  selling ourselves to as many people as possible in a networking environment can actually produce the opposite effect. With everyone competing for “air space“, and wanting to get their “say” in, most people tune out! Read More→

I’d like to ask you a favour! Michael Clouse, an associate and friend, is conducting a fun poll where Distributors vote for their favourite Network Marketing trainer.

I discovered that I’ve been included in the list… and my team here at Natural Selling have asked me to ask you for your vote!

This sort of poll raises the profile of “Natural Selling” and helps get the message out to more people. As a result, we can develop “Natural Selling” further and serve you better.  So if this something you would like to do, click here for the voting form and vote away!  Thank you!

When I did a TeleClass called “Calling Leads: The Secrets of an Effective Conversation” I got a lot of ah ha’s over answering the question of – What is the OBJECTIVE of your call. Many discovered they were focusing on the wrong objective and incorrect frame of mind which made enrolling difficult.

Obviously your objective when following up on a lead is to QUALIFY the person you’re talking with… for you AND for them!  In Natural Selling, the WHOLE conversation is one of qualifying.  That’s a reason you ask questions – LOTS of them!

However, it’s more precise than that. Read More→