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Your Judgments May Lose
You Partners
and Customers.
Have you ever called a lead to
find that from the moment they picked up the phone they sounded as
though they were non business like, perhaps not too motivated or didn't
appear to be committed to doing much?
Did you then decide that they
really weren't worth spending any more time with and rapidly wound down
the conversation?
If you have - Beware! Your
initial judgments are probably losing you more money and opportunities
than you would care to know!
I called someone the other day
who fitted one of the above descriptions. Most would have written him
off I suppose. However, I'm interested in what's between the covers of
the book not the cover itself.
A few more questions later and
we hit the "heart" button! We discovered he was well versed in personal
growth and started to talk about his need to change, and was really
looking for something to get his teeth into.
As he talked his voice
increased in tempo, you could feel him sitting up a little straighter
and he started focusing more on what he wanted. The effect of the
dialogue was beginning to release him from the bondage of his own mind.
To paraphrase the great chef Emeril, he came up "a notch" into the heady
atmosphere of "I'm ready to look at and do something".
It would be hard to believe I
was talking with the same person. What happened though is that the REAL
person had showed up. Not the person who initially answered the phone.
If you're ONLY looking for the
"I'm ready to do it NOW" person you'll be turning your calling into a
numbers game and lengthening your odds.
However, you'll find there are
more people who are perhaps one or two notches from being ready to do it
now but will move there if the right person comes along to talk with
them like a human being and not a machine.
And there are more of these
types of people around than the other!
If you bowl these people over
with an attitude of - "You've got to convince me in 3 minutes that
you're prepared to change right now" - you'll miss them and the
potential opportunity.
The whole idea of dialogue is
to allow the both of you to explore with each other what each is looking
for and why. It's not about convincing or pushing the other person into
making a decision. It's about two human beings talking with each other
and exploring possibilities.
When you call, sometimes people
are tired from a long day or from a family challenge. Perhaps they are
in the middle of something or have just got up from working a shift. How
could you know what is happening in their lives at the moment you call?
If you'd like some examples of
how to use questions to open up a conversation that appears to be a dead
end, then my audio program
"The Magic Question That Turns 'No' Into 'Yes'"
will be very helpful.
For example, Role Play number
5, called "How To Help People Motivate Themselves To Make Changes in
Their Life"… covers a situation where someone starts out being shut down
and not very communicative and then ends up being open and enthusiastic
to know more about the business opportunity.
So give them the benefit of the
doubt. Ask a few more "Right type of questions" to help them organize or
reorganize why they asked for help in the first place. Give them a
little time to show up and it will assuredly show up in your bottom
line.
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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