Success in Network Marketing depends on a distributor really getting a number of key skil sets.. These skill sets go far beyond mere information, training and sales techniques. The truly successful MLMer actually becomes these skill sets. Let me explain.
Copyright (c) 2007 Robin Rushlo
Success in Network Marketing depends on a distributor really getting a number of key skil sets.. These skill sets go far beyond mere information, training and sales techniques. The truly successful MLMer actually becomes these skill sets. Let me explain.
The vast majority of sales techniques and selling knowledge used in the direct sales industry were developed in the "product-oriented" space age of the ‘50s and ‘60s. The focus was on product, good products, new products, revolutionary products! Selling such products was simply a matter of convincing your prospect of their value after explaining all of their benefits. This simple show and tell technique worked great in the industrial age and still has its applications in certain markets and instances. However, unlike the product-oriented past, today we're in the midst of a people-oriented society. This is where Network Marketing comes into play.MLM is about people and relationships. Sure, there have to be great products; there usually are. And sure, they need to enhance the quality of life for those purchasing them; they usually do. But there's more.MLM is about people getting control of their lives (WHYS) , following their dreams(GOALS) , living their values AND supporting (SERVANT LEADER) other people to do the same. That's why typical "sales people" usually fail miserably in MLM. They're so indoctrinated in product that they lose sight of the fact that this is a PEOPLE business. That's why so many distributors never really make it. Their focus is in the wrong place; either on product or on making themselves a lot of money-both of which are relatively unimportant to everyone else in the world.
Network Marketing is about relationships. Period. That's why the old theory of "throw enough mud against the wall and see what sticks" does not work. It's not about other people doing it alone and making you a lot of money. Rather, it's about YOU partnering (TEAMWORK) with others to help them realize their dreams--and then it's about those people partnering with others to help them realize theirs, and so forth. It's about you committing to the success of others-a 100 percent commitment on your part, never "50-50" as you may have been led to believe. This is where the power of MLM lies! It lies in relationships-emotional, committing, contributing, empowering relationships. And whatever it is you contribute to others will come back to you-ten-fold! What the upline is willing to do the downline will do and what the upline will not do the downline will not do, lead by example.
With this in mind, the successful distributor simply keeps focused on the other person. This does not mean a 30-minute monologue on the value of the products or how great the company is or what you are doing. It's really about listening--instead of speaking. Listening to what's important to the other person. Hearing their concerns, commitments, and dreams. What's missing in their lives? What are their values and where are they not honoring them? It's about developing a vision of what an ideal life might look like--a life without regrets. It's about seeing only possibilities for life instead of stops. "OK-so how do you get there?" Great question. Let's start at the beginning-with prospecting. When you first approach a new prospect you are most likely an intrusion into his or her life. Prospects have their own concerns, pressures and agenda of the day. These commonly result in some degree of resistance to taking the time and effort to listen to what you have to say or offer. So, your first objective is to break this invisible resistance by getting their attention.
The best way to do this is usually by talking to them about something they are interested in-usually themselves. Some call this "building rapport." After all, since Network Marketing is a people business, what better way is there to begin a new relationship than by truly getting to know your prospect? Do this by asking questions about them-what they do, their hobbies, passions, family, where they're from, what they like to do in their spare time, etc. Ask a question, then listen. Listen to what they say AND to what they do not say. Call them by name. Offer a sincere acknowledgment, if appropriate. In short, get to know them.
Next, look to create interest for them. From your listening, you will have determined much of what is important to them and what's missing in their lives, i.e. where you and your opportunity might be a contribution. If you create enough interest, no prospect will be too busy. We humans are all tuned into the same radio station--WII-FM (What's In It For Me?). Peak their interest; arouse their curiosity to learn more.Don't even think of continuing with your conversation until you've successfully done this much. If you need to spend the entire first conversation building rapport, getting to know them, do so. It's better than steam rolling into your monologue of what's important to you before you set the stage for them to want to listen to what you have to say. You will never successfully enroll a prospect before you have "created a listening."
Remember the rest of the article is in Part 2 of My Secrets of Networking Revealed.
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