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Getting Behind the Answer!
I asked someone the other day what it was that attracted them to an
advertisement that prompted them to ask for information about a
business opportunity.
His reply was, "The lifestyle".
Now… before we go any further, do you have any idea what someone
means when they say something like that?
It's hardly likely!
In my experience the first thing that someone says is not usually what
they mean… which makes the following Natural Selling Principle
critical if you really want to connect with prospective partners…
"Listen for what is being meant
as well as what is being said"
So I asked, "When you say lifestyle, can I ask what you mean by that?"
"Yes" he replied, "I want to be able to spend more time with my family
who I'm missing because of the long commute I have…and the
advertisement brought that up for me."
"Is there anything else?"
"Well, it would be nice not to have to deal with working for someone
else…"
So that was his interpretation of lifestyle! And from there I
had enough information to continue the dialogue that allowed him to
expand on what it felt like to be stuck where he was and what it would
feel like to change his present circumstances.
This principle of "Listening To What Is Being Meant, Not Just What Is
Being Said" is covered in detail in Chapters 7, 8 and 9 of my book "How
To Sell Network Marketing Without Fear, Anxiety or Losing Your
Friends!"
You'll also find examples of the benefits from using the question
"What Do You Mean By That?" throughout the "Power Up Your Dialogue"
series of audio programs. For example in the second role play on "Talking
With Friends" I ask this question several times and this
leads to a very productive dialogue.
So don't miss the opportunity to make a real connection by getting
behind the answers you get to your questions. Discover what a person
means before responding, as opposed to passing them by with another
question.
You might even want to make it your usual practice that whenever
someone says something you ask them what they mean (within reason, of
course)!
You will then appear as someone who is interested in understanding and
helping as opposed to sounding (as a friend of mine puts it) like a
bill collector trying to get some money!
Have a peaceful and prosperous…
Best Selling Author of "How to Sell Network Marketing Without
Fear, Anxiety or Losing Your Friends!" - Selling from the Soul. Ancient Wisdoms.
Modern Practice.
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
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