How To Address The Concerns And Fears
Of A Potential Partner. Part II
Last week I responded to a readers email and talked
about 3 steps you can use to address concerns. These 3 steps allows you
to continue your dialogue without having to resort to confrontational
"objection handling" techniques.
(If you missed last week's article, you can read it
here.)
This week we’ll move on to the second issue of
addressing the possible fear of someone being afraid to join your
business. It might seem odd that this could come up, so let’s look at
possible causes of these fears before exploring how to respond to them.
As an example, what if the fear came from having done
something similar in the past and it didn't work out? Or what if their
present self limiting belief doesn’t allow them to believe that having
their own business can work for them?
Whatever it is, the way to talk about it is similar to
the approach in addressing other concerns.
First, if you’re following the Natural Selling
process of discovery first and presenting second, don’t treat the fear
of getting started as an “objection”. Instead, accept it and acknowledge
what they are saying.
Second, address their “fears” as part of the
dialogue. (See
last weeks article)
Unlike conventional selling where you go into objection
handling mode, which is basically telling them they are wrong, in
Natural Selling you address concerns, fears or questions by using
exactly the same types of Discovering Stage questions as you used
previously.
(To review the Discovering Stage, read Chapter 12 of my
book "How
To Sell Network Marketing Without Fear, Anxiety or Losing Your Friends!"
Or…
listen to CDs 6 and 7 of "The
Best Of Michael Oliver's 6-Day Fast Track TeleClasses".)
The dialogue then continues as though this kind of thing
is quite natural! You do it to help both of you find out what is
underneath their fear.
Most people will be open if you take this approach and
could come to the logical conclusion that their fear is superficial and
is not a barrier to getting started. So give them the space to talk.
4 Different Types Of Questions.
To help you do this, here are 4 different types of
Discovering Questions you can use within the 3 Step Framework I outlined
in the first part of this article;
-
Where they think the fear comes from. “I’m curious,
what do you think it is that is preventing you from taking the next
step and changing your present circumstances?”
-
Why they think they have this fear. “What do you
think is causing this fear?”
-
What they think they can do about it? “So have you
thought about what can you do about it?” and,
-
How will they feel if don’t do something and their
present circumstances don’t change? “So what will happen if you
don’t do anything?”
Enquire in a quiet non confrontational way and most
people will tell you exactly what is going on.
As they do so they will internalize their answers and
feel what it would be like to stay where they are. If their degree of
discomfort and desire is strong enough to let go of the present and move
forward, they’ll do so. Maybe now - maybe later.
If it isn’t strong enough - they won’t!
Or they might want time to think about it.
And that’s all you need to know to decide what step to
take next.
If they don’t want to do anything right now, one thing
is certain. By leaving the door open and not badgering them, they will
remember you and the dialogue for a long time. They’ll consciously and
subconsciously ask themselves the same questions and repeat back the
answers until they come to a point where, more times than not, they will
want to take action
And when they do, who do you think they are going to
call?
Want to get rid of all the techniques, systems and gimmicks simply
by changing the way you think and the way you act on what you think? Choose one of the many convenient options on the
right hand side of this newsletter.
Or click here
www.NaturalSelling.com
