Natural Selling Dialogues “On The Fly”!
Here is a great question from RB. It’s one that is asked
quite frequently by many of you…
Michael… How do I apply the four principles to "on the
fly" situations.
I am reasonably good at striking up conversations with
people in lines at grocery stores, elevators, gas stations, at the gym,
etc.
The conversation usually ends before I am able to take
it far enough to make an invitation based upon real knowledge of their
present circumstances. I am very motivated, and sometimes have fallen
into making an invitation to view material etc. based on no real
knowledge, only as you say a hope that something there will generate a
response.
I usually get enough information that I think there is
a need I can assist with, but clearly the conversation has not gone far
enough.
This question is very important to me as I really like
building my business face to face and do little with leads, ads, or
other media.
Two things come up for me when I read your email.
-
I have a sense that you might be falling into the
trap of thinking you have to have an initial in-depth dialogue
to uncover all their needs, feeling etc., before offering them an
opportunity to change their present circumstances.
If I’m correct… You don’t!
Which brings me to my second point….
-
It also appears you’re focusing on an outcome of
attempting to present your solution, such as “viewing your material”
as the first step. This should NEVER be the first step! It should be
the second.
Allow me to expand!
Qualifying “On the fly”!
Having an “On the fly” initial qualifying conversation
is perfectly normal in Natural Selling. It sometimes can be done within
30 seconds. (Get your watch out and read, and time, an actual dialogue I
had recently while talking with a stranger in a line in a supermarket in
Australia! It’s near the end of this article.)
However, the only way you can do this effectively is to
change your expectation from a need to talk about your solution to
one of simply discovering if there is any value in even bringing it up!
You don’t have to go in-depth to find out the what’s and
why’s etc.
What you are listening for instead, is an indication, of
two things;
Whether their present circumstances are not working
for them.
And if they are not, whether they are open to
changing their circumstances.
THAT’S ALL!
And the way you do this is to use a very powerful type
of Natural Selling question called the Solution Question.
Solution Questions.
Using Solution Questions correctly will dramatically
increase the number of leads you can generate from "On the fly"
conversations.
Rather than explain them, I will give you an example of
a Solution Question below. You can find out more about this type of
questions in Chapter 12 of my book "How
To Sell Network Marketing Without Fear Anxiety Or Losing Your Friends!"
Here’s a quick dialogue I had the other day. See if you
can spot the Solution Question.
I was checking out of a major supermarket chain in
Australia which is where I’m writing from currently and turned to the
person behind me and casually asked…
So how’s your day going?
Not so bad… it’s better now that I’ve finished work.
Hmm! Sounds like it wasn’t much of a fun day! Do you
feel like that every day about your work?
Pretty much! Some days are good… some days not so good.
Have you ever done anything about changing what you’re
doing and doing something you like?
Yeah… but I’m not really qualified to do anything else
and I wouldn’t know what to look for anyway.
I can appreciate that… if there was something else you
could do, that would get you what you really want… would you do it!
Yeah… I guess I would take a look at it. Why do you know
of something?
I might do, and if you’re interested I’ll give you my
card and you can give me call me if you want. I’d need to find out a bit
more about what you want to make sure that what I have in mind will
possibly work for, but I’m in a bit of hurry right now… Would you like
to give me a call sometime?
Sure… give me your card.
Sure, here it is.
I'd usually then ask the other person if they have a
card.
If they do, that's fine. If not, I've often found that
they'll offer to give you their phone number.
Notice, there were no specifics spoken here. All I was
listening for was some sort of desire for this person to change their
present circumstances before inviting them to take the next step.
It’s in the next step that we can have that crucial
Natural Selling Dialogue.
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