We learned in the previous lesson that the Natural Selling
Approach is a Problem Solving Exercise.
To do this you simply find out if people have the sort of
problems that you can help them solve by:
1. Asking simple questions
2. Listening
3. Feeding back and responding to the answers to constantly make
sure both of you are on the same track.
Doing this while suspending your agenda is the magic behind and
power of dialogue. When you suspend your agenda, you allow others
to openly reveal theirs without yours getting in the way.
Let’s look at this in the form of a principle... the 2nd one of
four.
Principle 2. Asking the Right types of Questions at the Right
Time
As you have seen, the conventional way of telling people about
you, your company or your products, usually will result in
rejection and objections. It’s the Law of Giving and the Cause
and Effect working against you!
So how to turn this around?
The key is not to tell, present, convince, persuade, manipulate
or pressure someone to buy something or take action. It's about
asking questions and listening and effectively responding and
allowing your potential partners and customers to convince
themselves to change
Now, we’re not talking about manipulative or leading questions
that are designed to get the answers you want to hear. If you use
these questions whose answers are you likely to hear? Your own!
Whose answers and truth do you really want? Theirs!
While manipulative questions can be very powerful there are
drawbacks to using them:
* People know when they are being manipulated and don't like it
* Using them is uncomfortable for most Network Marketers and
Direct Sales People who tend to resist using them and end up
doing nothing.
* They are not effective for long term results.
While it’s possible to temporarily motivate people to do
something, there is a very interesting phenomenon that takes
place. After a short while they stop being motivated and stop
doing what they agreed to do.
This behaviour is called passive aggression or buyer’s remorse.
You can see the effect of this when customers stop buying from
you, or people drop out from your organization. This is usually
because they came on board for your reasons,
not theirs. This is the number one cause of the high customer
and team attrition rate.
The Natural Selling Approach dramatically changes this.
The questions you use are intended to help the other person
uncover and talk about the difference between what they have and
what they would like based on their own inner and external
values, without you having to guess or make a judgment.
After all, who has the history of what is, and has been, going on
in their life, and what they want and why they want it? They do!
Your potential partner or customers and you each bring a key
thing to the Approach. On the one hand, they have their history
and know what they want... they have the answers. You, on the
other hand, know the potential of your products or income
opportunity, and whether it can work for them based on the
answers they give you. When you get a match, which will happen
most of the time, you'll then be able to explain your solution to
them so that it all makes sense. So all you need are the right
types of questions!
You also need to know when to ask them.
The Natural Selling Approach uses a "Dialogue/Conversation
Framework"* that explains what the types of questions are and
when to use them to help you and the person you are talking with
see clearly:
1. Whether they have the type of problems that your solution can
help them solve
2. If they do, the depth of those problems.
3. Whether there is enough desire for them to want to do
something.
Questions help people open their minds. Questions involve
people. They allow people to think about their present
situation, themselves and their problems.
Helping People Inspire Themselves to Change
The Natural Selling Approach is not about you persuading them,
it’s about allowing people to persuade themselves as they come to
see what is right for them.
This is how it works.
As people respond to your questions they also listen to
themselves. They;
1. Internalize what they say
2. Feel the discomfort of their present circumstances (and if
things are not working as well as they would like)
3. Decide to make a change.
Their answers help them think about their problems and to own the
idea that they want to change if their problems and internal
motivation is great enough.
It gives meaning to the saying "When I say it, they can doubt me.
When they say it, it’s true."
The degree a person will change depends on two things;
1. The degree of discomfort they feel in the present moment as
they talk about their present circumstances, and their
2. Degree of their desire to move toward their dream
If you get out of your own way and listen to them, and are not
hasty to come up with your solutions too quickly, they will
listen to you.
Asking questions eliminates the need for you to present and learn
closing and objection handling techniques. Because who eliminates
all the objections in the Dialogue? They do, because they are
the ones talking and revealing how they feel about their problems
and internally motivating themselves to make a change.
The "Sale is Made" in the Discovering!
Learning how to ask the "Right Types of Questions at the Right
Time" will prepare a person to be receptive to your solutions.
Essentially, they "sell themselves" on the idea of wanting to
change and when you offer the idea of a potential solution, they
are receptive to it.
The "sale" then is actually made during the uncovering and
revealing a person's needs, where they talk and listen to
themselves into changing.
It’s when you have asked enough questions, responded
appropriately to their answers, discovered there is a need to
make a change and that the other person is open to changing, that
you propose you might know of a solution that might help them.
The Natural Selling Approach can take two minutes or it can two
years! It really depends on the other person and where they are
in their lives.
One thing is guaranteed. If you don't rush them and put your
Personal Agenda on the shelf and let it guide you not manipulate
you, if there is a sale to be made, you will make it every time.
MONEY MAKERS
