Those who are in Network Marketing, certainly make use of the phone, whether Cell or Landline. The telephone can either be your best friend in Network Marketing, or in some cases your worst enemy, depending upon whether you know what you’re doing . . . love what you’re doing . . . and, believe in what you’re doing.
The Telephone, especially the Cell phone which has so many computing features, can be the best friend you can have for prospecting, lead generation, appointment setting, sales generation, or a great way to service, and support your team. Your phone can produce tremendous benefits for your business or, it can be a great detriment. The difference is how you feel about it, your telephone attitude, and your knowledge of how to use your phone.
Traditional Selling is the approach most people still use, and it is the least effective.
Traditional Selling leaves the prospect cold, and wanting. This old fashioned approach is designed to get a “Yes” from the prospect, and get one at any cost. It has no feelings, and does not cater to or care about the prospect’s needs or desires.
It’s like those pesky telemarketers that you usually hang up on. It’s no wonder that this outdated “style” of selling has caused people to form a negative opinion of Network Marketers; that no matter how good the opportunity, the person feels that you are out to “get” them.
The second selling style is what we will call Consultative Selling. Here’s the reason.
Consultants are highly paid individuals whose job it is to help, to solve problems and assist their clients in taking advantage of new opportunities. Consultants follow a specific format when it comes to conducting their business. Consultants: (1) ask open ended questions, (2) always listen to and note their prospect’s response, (3) always clarify what they hear, and (4) identify the prospect’s needs and desires, offer solutions to their specific problems, and fulfill their needs.
With Consultative Selling, you have the other person’s best interests in mind and your prospect can readily sense this throughout your entire presentation. The consultant approach requires that you make the time to find out what the prospect’s needs are, and then to proceed to satisfy those needs, thus creating a win-win situation for both you and your new customer or business builder.
Have a successful formula in mind and follow it closely. Also know what to say and how to say it. This is essential to your success when using the telephone.
- Build Your Information Base
Determine whether or not you can satisfy the needs of your new prospect. Ask open-ended questions and begin with words like: Who, What, When, Where, Why and, How.
When you ask open-ended questions, people will tell you what you want, and need to know. By making the time to conduct a simple and direct interview with your customer, prospect or new distributor, you gain a clear picture as to what he or she expects, and at the same time, your prospect gets the feeling that he or she is working with a professional who has their best interests in mind.
- Address The Prospect’s Concerns
When using the telephone, you cannot see the person face to face. You have to rely on what you hear to tell you how you’re doing in the presentation. So listen carefully to what is being said and unsaid.
When you hear a concern, called an “objection” (in Traditional Sales), be sure to address the issue. When you do this, you send your prospect the clear message that says, “You are important to me. I want to have what’s best happen here.” Always address each, and every concern, and resolve it for mutual satisfaction.
- Agree on Each Concern
Every time you resolve an issue, repeat the solution back to the person, and ask them to agree with it. Then ask permission to proceed.
This allows the prospect to feel they have control.
- Close your sale
The close is that part of your presentation where you ask the prospect to say, “yes” to your proposal. When you use the Consultative Selling approach, your close becomes automatic with no pressure.
To close your sale, all that is required is to restate the agreed upon issues, which have been brought up in bullets 1-3.
The most important part of this is for you to do the things that you said you would do. Your word is your handshake. Keeping your word will always lead to more future business, and referral leads.
No matter what it is that you are “selling” whether it be Network Marketing or some other avenue of selling, the telephone can put you in touch with more people in more places and do it in less time.
Using the Consultative Selling approach on the phone is a time-tested approach that is empowering to both you and your prospect and may very well double your effectiveness.
REPLACE FEAR WITH CURIOSITY Courage Changes Everything.