Discovering before presenting is one of the main concepts of the Natural Selling Process.

Most sales are lost due to "fire hose" presentations, presenting too early and attempting to “get “people into the “system” as quickly as possible. The passive aggressive and sometimes outwardly aggressive resistance that follows is the nightmare of most distributors!

And who causes it? The distributor!

So how to turn this around?

Here is an example I borrowed from my audio program "Introducing Your Business And Products".

Let’s say your products are nutritional supplements (or anything else for that matter). A person named Charles comes up to you and picks up one of your products and asks;

“So what does this do?”

Here’s how you can reply by contrasting what they want with what they presently have.

You:
Well, you know how most of us have lowered immune systems and are prone to all sorts of modern diseases like cancer because of the lack of nutrition in what we eat caused by extensive use of chemical fertilizers?

Well what this does is put back into your body the nutrients it needs to protect it from those diseases so that you can lead a normal healthy life.

Do you take supplements or nutrients?

Charles:
Yes I do

You:
So, Charles, what kinds of nutritional supplements do you take?

Charles:
Well, I take vitamins, antioxidants and a mineral.

You:
How are they working for you?

Charles:
Very well.

You:
And when you say working well for you, in what sense?

Charles:
Oh, I noticed I have better resistance to disease.

You:
Is that right!

Charles:
Yeah, people in the office are always sick and coughing, and I seem to breeze through it.

You:
That’s interesting. So, how long you been taking them?

Charles:
Three years.

You:
Three years? And did you notice a difference immediately when you started taking them?

Charles:
No, it took about a month.

You:
Hmm! Have you ever taken anything else?

Charles:
Yeah. I’ve bought stuff at the health food store for years.

You:
Yeah. So you sound pretty happy with what you have?

Charles:
I really am.

You:
Is there anything you would change about what you’re taking? I mean is there anything you don’t particularly like about them?

Charles:
We have one product that has, embarrassing to say, a very strong odor... kind of like rotten eggs.

You:
Really?

Charles:
It is. It’s a mineral product. I know that they’re very powerful, but I tell you the smell is a turnoff.

You:
Tell me more about that? Does it prevent you from taking the product?

Charles:
I don’t take it as much as I should

You:
You OK with that?

Charles:
Not really.

You:
So what if you could take something else that was equally as effective, didn’t have the smell and tasted good as well? Would that be worth exploring?

Charles:
Yeah! Is that what this is?

You:
Yes it is... and if you’re interested I’d like to tell you more about it!

Charles:
Sounds good to me...

You can then go on to explain the precise benefits of your product compared with what they are already taking.

As you're building your business, you will encounter many situations where your potential customers are satisfied with their products.

Even if they are, always ask the all important question,

“'Is there anything that you would change about what you're currently taking if you could?”

The answers you get might well give you clues or talking points to allow you to demonstrate how your product differs and what its potential benefits are by offering something that the competition doesn't.