Wednesday, November 23, 2011
9:04 AM
Network marketing, direct sales and all sales relationships are exactly that: a relationship-building process. Both persuasion and manipulation leave out a key ingredient in sales, which is service.
The word 'sales' comes from a Scandinavian word meaning 'to serve'. When sales representatives seek to persuade or manipulate the potential client or future consultant, the focus is on what they themselves personally want, not what the customer wants.
Effective Sales Consultants
Good sales consultants, the salesperson who can literally sell ice to an Eskimo, are individuals who keep the focus on what the customer wants, not what the sales rep wants.
All sales consultants know that everyone is a lead. The philosophy that the really good reps operate under is that it is their job to figure out which need they can serve in each client. In the classic “sell ice to an Eskimo” scenario, the salesperson discovers the need to build an igloo and then can sell ice to an Eskimo.
All sales consultants know that everyone is a lead. The philosophy that the really good reps operate under is that it is their job to figure out which need they can serve in each client. In the classic “sell ice to an Eskimo” scenario, the salesperson discovers the need to build an igloo and then can sell ice to an Eskimo.
The 10 Second Technique
Using a question and answer technique, a good salesperson can find out how they can help their prospect or The 10 Second Rule.
The 10 Second Rule goes like this:
• Listen to the answer.
• Share for 10 seconds or less with clarifying information and ask another question.
• Listen to the answer.
• Share for 10 seconds or less with more clarifying information and ask another question.
Don’t Persuade or Manipulate
Truly effective salespeople do not persuade or manipulate. They focus on their lead, customer or potential consultant and learn more about them and their needs, so that they can then offer them a solution in the form of a product, opportunity or service. Everyone knows that building rapport is essential in any direct sales business - which is why it is an often-taught topic in sales meetings and team trainings.
Build your relationships and you'll build your business.