When promoting your company, and its products, be sure to set a good example in making sure that you use your products. If you never use your products, how can you be successful in selling your business opportunity to others? If you simply say that others have had success with your products, this will come across clearly to your customer and limit your effectiveness.
When you know just how valuable, and effective your products are from personal experience, your enthusiasm becomes contagious. Being excited about your products, quickly rubs off on people, and they will want to share your excitement.
If you are not yet using your company’s products, start using them immediately. Then you can represent the products from your heart; not from your head. Customers know the difference. What’s more, isn’t that the way you want everyone in your organization to do it? What is good for the goose is good for the gander!
Consider this:
TECHNICAL KNOWLEDGE
Sometimes in Network Marketing, there is a tendency to use technical knowledge as an excuse for inaction. You might think “I need to know everything before I do anything!” Not the case.
It is best to know yourself first. Now that’s attainable technical knowledge; and this is the most valuable knowledge of all!
It is good to consider that product knowledge is desirable, but this can only be obtained through an ongoing educational process. However, it is not absolutely critical to producing immediate sales.
What to do:
Read through your company’s product literature. A simple statement of “I don’t know how it works yet, but it really works for me — and I’m so sure that it will work for you, and if it doesn’t, I’ll give you your money back in 30 days if you’re not delighted with your results,” will produce sales, and more sales until you gain additional knowledge. In a previous article it was mentioned that there is no harm in admitting that you don’t know the answer.
Technical knowledge is a two-edged sword. Act like a sponge when receiving it; but release it sparingly! Remember, people buy benefits not features. Many sales efforts have failed because the salesperson made the sale and then “talked” his way out of it. Has this happened to you?
To think about:
Claims can make you or break you.
Sometimes we have the tendency to over exaggerate just what our product does. This cures…
Consider this:
A close friend calls you on the phone, and says that he just won the lottery, and he want to give you a tremendous amount of money. They say, “Jiri! I’ve just won the lottery! You’ve been such a close and loyal friend; I’m going to give you some of this money! This money is going to allow you to get all the things you’ve always wanted! You deserve this gift and I am happy to give it to you.
You are really very excited! You start dreaming of new cars, a vacation in the Caribbean, and new furniture for the house. Maybe even a new house! Wahoo! Your friend comes over and hands you a check for two thousand dollars!
How would you feel?
The first thing you probably would think is “cheap skate.”
Why? Because you expected more! Based upon what he told you on the phone, you expected more, lots more!
To think about:
If your friend had simply called, and said that he wanted to drop by and see you, and when he arrives he hands you a check for two thousand dollars and says, “Jiri, I’ve just come into some money, and I wanted to share a little of it with you.” Are you excited? Of course you are! First, because you didn’t expect it, and second, because he thought enough of you to share it with you.
The difference in these two scenarios is not the amount of money; it’s the way the money was presented! Under promised, over-delivered. This should be the basis of your sales presentation with respect to claims on your products. Your customer, whether it be to a friend, a relative, or a complete stranger, will they enjoy the benefits of the products more if you simply share what the products have done for you? When they experience other benefits on their own, they will become even more excited, and possibly want to become involved in your business.
Set Realistic Goals:
You have to set goals that are within your means to accomplish. The key to successful selling is no different than any other successful endeavor. We’ve all heard that goal setting is important, but do we really believe it? Sure we do, but do we really do it?
Probably not nearly as much as we should. Planning your life seems like such an enormous undertaking demanding a lot of time and effort. It is almost overwhelming!
- WHAT IS MY BUSINESS PROJECT
- CREATE A SELLING PROGRAM
- TEACH THIS TO MY ORGANIZATION
- ATTRACT NEW PEOPLE TO MY BUSINESS
From this simple statement things start to become clear. Continue to write down everything related to your goals.
Consider this:
- How much money do I want to make retailing?
- Who are my prospects?
- Am I going after my warm market or a cold market?
- How much product do I need?
- What sales aids and materials do I need?
- Am I going to advertise?
- What information do I have available?
- How much time am I going to spend selling?
Just answering these questions alone creates more questions.
For example, the question, “What information do I have available?” means that you might have to do some research. But don’t give up. Remember your goals above.
However, do not get so caught up in your plan that you don’t accomplish any sales! Balance planning with focused, sale-making action. An old Chinese proverb states: “Act quickly, think slowly.” As you become accustomed to treating things as goals to accomplish, you start to realize greater benefits from each, and every project you undertake.
REPLACE FEAR WITH CURIOSITY Courage Changes Everything – Jiri Hradsky
