This Way Or That Way?
ByI’m in conflict. How can your Natural Selling approach work in an environment that uses the conventional way of selling almost exclusively? And how do I train my downline when the company’s approach, including literature and support, is based on the conventional approach?
I get these types of questions presented to me all the time. So here is my answer in a nutshell.
First. There is no right or wrong way. Thinking like this causes conflict.
Second. It comes down to personal choice. It’s your business, and my suggestions are:
- “Do what you feel is best for you.”
- “Do what works for you.”
- “Do what is most fun for you.”
- “DO – IT.”
Whatever you do – DO IT. Every day. Bit by bit. One step at a time, because nothing changes until you do.
Training your Downline.
People follow leaders who resonate with them. Most people look for someone to lead them until they can lead themselves and lead others.
Most of your downline will follow your lead, if you choose to lead. You already are a leader if you choose to be.
People follow leaders who are SUCCESSFUL. You already are successful if you choose to be. You don’t need money, rank or position to demonstrate or feel this. Money, rank or position is an illusion. They can just as easily be lost as gained. Deepak Chopra defines success as, “The continued expansion of happiness and the progressive realization of worthy goals.” Also, “Success is the ability to fulfill your desires with effortless ease.” I like that!
If you want to “fulfill your desires with effortless ease” then there is nothing easier and more satisfying than sitting back and listening to someone tell you in great detail…
- What they want
- Why they want it
- Whether they are motivated to make a change
If you listen to people, most people will listen to you in return. They can’t help it! Just as most people can’t help telling you by way of rejection and passive aggression when you use the Conventional approach.
Cautionary Note. You might find there are some on your team who want to use the Conventional approach. Let them. It’s their business. It’s not an ‘either or world.’ It’s an ‘as well’ world. By accepting the idea of an ‘as well’ world you eliminate conflict by embracing and respecting all ideas. (It’s also a way of eliminating objections)
Company Literature
Your company literature and support is still useful and useable. Instead of using it as a sales crutch, which is the Conventional way (hoping it will ‘sell’ the other person), use it instead now as a sales AID.
Using it as a sales aid means you use it selectively. (Use only what is relevant to the person with whom you are speaking).
As Socrates’ once said, ‘Know thyself’ and trust your feelings about what you already know.
If this resonates with you and you want additional training, consider my Home Study Course to add to your library. And no matter what you do “Do what you feel is best for you.”
About the Author
Michael Oliver is an internationally recognized trainer, speaker and author and the founder of Natural Selling, the only sales training program designed to really eliminate rejection and objections. Visit his blog and signup free to get blog updates by email, along with the latest news, free advice, additional resources, and a lot more! Go now to http://www.michaeloliver.com. While you're at it, check out http://www.naturalselling.com.Subscribe by email and get blog updates, news, and more!
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I love the new format, Michael! It is more immediate and dynamic!
Your approach takes the stress and fear out of selling. In fact, I don’t really use the ‘s’ word much any more. Whilst I am not in network marketing any more, the skills and attitudes you have taught me over the years are valid for many, many situations throughout my life, both professional and personal – and they WORK! I am currently training a young lady how to sell orangutan volunteer programmes in Borneo (it’s never too late for a new career!). She has been there, and I haven’t, and the first thing I will impart is the ‘l’ word. Yes, listening. (I clearly remember the large pair of ears you wore when I first met you!). She has all the knowledge that people will want, but she has to listen first to find out what they want to know.
Blessings to you. Fiona
The blog is a great idea and i look forward to monitoring it. I tend to be very task oriented and find it unnatural to ask questions more and listen carefully. It completely makes sense to do this and i have been restudying your book. I am so excited about my message that i naturally have difficulty containing myself. My effectiveness will increase when i use these principles and i am committed to employ them more and be more able to help people get the things that are important to them. Is there a little road map or guide to keep myself on tract instead of telling? Also we are launching a very important and large program on Bone Health which is more mainstream and somewhat viral. Are there ways to incorporate Natural Selling techniques into things like business cards for bulletin board, voice drops on phone answering machines and advertising?
Appreciatiely, Dennis
Michael,
Your book and audios have helped me and my team so much that I can never thank you enough for your advice and insight. You have inspired me, and besides making me a better sales professional, your resources have helped me with also my personal relationships and how I communicate with others.
I recommend everyone get your book and ALL of your resources!
Thanks for the value that you provide!
Bryan Westra
http://www.thewestragroup.com
270-978-9650
Thanks, Michael, for sharing this way. I am interviewing 6 people for positions with our firm today. I will be using 1.What they want
2.Why they want it
3.Whether they are motivated to make a change
in these interviews. It is so fun to see people reach into themselves and discover they may have the solution to their own needs.
It seems like it all comes down to, as long as it feels right AND you are doing it regularly, it will work.
Greetings Michael and everyone else here at the blog. I absolutely like the new format of interacting with you Michael as well as others. Also “This Way or That Way” was just what I was looking for. It gave me the insight to do what feels right to me when building my business and training my downline with the Natural Selling approach which is slightly different from the way my company currently trains. I love applying the Natural Selling principles as I build my business in a way that feels genuine and true to who I am.
Thanks
Haran
Thank you. Your words, ‘it’s an as well world’ resonate with me and I’m using them already.
Catherine
The blog format is better than the website link Michael. I read your Network Marketing book several years ago…very helpful, especially to an old conventional sales pro with a lot of hard to break convential habits.
Derek Brewington
http://www.mlmebiz.net
The new format is great … it looks like a neat way for you to personally ‘listen’ to your readers as well
i had taught some of my teammates how they should try shifting their focus from their personal agenda to the goals of the prospect they are speaking to.
The ones who went ahead to follow the advice reported significant improvement in their response the very next day!!!
No kidding … these are people in my team who are very dedicated on a daily basis. Just a slight adjustment in their paradigm has made them increase efficiency significantly.
I always look fwd to reading your thoughts on the subject, helps me to stay in the right direction.
Thank you for doing what you do.
I love this blog format, Michael. So easy to interact with you and pick your brain. I have also always loved Natural Selling, not only for sales and business, but also for everyday life. These principles apply to all relationships.
God bless and keep you.
Glen Averill
Keeping the other person’s interest in mind, finding out their needs/ desires/ wants and whether they are committed to solve their problems by changing their present way so that we can help them, are the basic principles of Natural Selling. Thanks Michael for teaching these naturally.
Hello Michael, I’m just starting to build a team (starting late) in network marketing and I appreciate your “pearls of wisdom” that I have recieved by reading some of your posted information
Great format to use John… you should get some interesting insights!
Just keep reminding yourself that THEY have the answers and all you need are the right types of questions! Yes there are ways of incorporating NS into what you’re asking and a lot of it’s to do with putting a question around what problems your product or service solves. All the best… Michael
Thanks Fiona… Orangutans! Interesting venture! Michael
You can help people find out a lot about themselves by discovering those three things…
Hi Michael
The format is very professional and the interactive aspect should have a real positive effect. With this change of more functionality, did we loose the audio aspect of the news letter? Or are you planning to convert it to a video presention? It would be a shame to loose that.
Hello Michael
I have recently gone thru ur free lessons and am seeing major improvement in my personality. Whenever I now feel uncomfortable in talking to people about my business or products, I think of a natural friendly way to approach and share good thoughts and then slowly move down to my business.
Thank You Michael
Jaspreet…Why do you still feel the need to talk about your business or products? :0) Detach or let go of your own needs and concentrate on theirs… particularly as to finding out if anything is missing in their lives that your solution MIGHT be able to help them solve or replace. It saves time on small talk that you’re talking about because the small talk IS the dialogue with them about THEM! Read chapters 11 and 12 of my book to help you better understand and take action on this! Love, Michael
Dear Michael,
Help! I am using your Natural Selling program to try and build my network marketing business. I have your book, and your Power Up Your Dialogue CD\’s. But, I have hit a HUGE wall, and would like to request your wisdom, on how to resolve this conflict! Here\’s the situation… The network marketing company I am with, \"requires\" that we use a \"three-way partner\" before we are \"allowed\" to sign up a new team member. I use your Natural Selling program, because it resonates with who I am. It works very well:-) I have repeatedly requested, that the \"three-way partner,\" who is also the \"required coach,\" read and use your program! Her response is \"Hmpf, well, I am a natural born seller! I don\’t need this…\" I have literally watched, and listened, while she has talked at my prospective partners, insulted them, talked over them, and would not even allow them to ask a question! (She claimed she couldn\’t hear them… Yet, I listened to her, as she raised her voice, and talked faster, so they could not be heard…) and then, and she yelled at all of my potential business partners, if they don\’t sign up on the spot! Needless to say, I have 0 sales, and 0 team members as a result. This has been going on for 3 months! I have invested a significant amount of money, and time, into this business. It has tremendous potential to allow people to make a very good income, in this economy. However, I can not get through to this \"coach,\" that the old way of marketing is not working! She will agree with me, she starts to do a dialogue that is based on what they want, but then, she flips into a traditional \"goat-rope\" behavior… Oh yes, and now, after destroying the last relationship I built the other day, she\’s leaving me messages that \"we are at the end of the month, and how can she help me to meet my goals!!!??\" I am not answering her calls. I even sent her an email while she was on the call, that this person had tried 17 times, to ask her a question and for her to respond to their question!!! I have tried your dialogue method to help her realize what she is doing, but it\’s not working…. Help!!
Thank you for all of your assistance. I truly appreciate all that you bring to us,
Roberta
Hi Roberta… Your challenge is not uncommon. The part that intrigues me is where you say the “network marketing company I am with, \”requires\” that we use a \”three-way partner\” before we are \”allowed\” to sign up a new team member.” How can that be if you are an independent distributor? I’m not a lawyer, but if the company dictates that you do this before you can enroll a new distributor then they are in danger of establishing an employer/employee situation. I’m not sure that is something they want to do. So my first suggestion is that you check this is true. If it is then you have to decide whether you want to live with it. If it’s not, then you can take create your own path and do what you feel is right for you, including going back to all those people who were destroyed by your “coach”. You can then re-approach them with dignity and they’ll appreciate that. Let me know what you find out and what you decide! Michael
Muchas gracias Mr. Oliver.
Es un gusto y una satisfaccion muy grande saber que hay personas como usted que pueden guiarnos con las mejores intenciones que tengamos exitos y logremos el proposito de nuestras vidas.
Gracias de verdad.
Vladimir Godoy, El salvador, C.America.