Five Simple Ways to CONDITION Your MIND to Create WEALTH

Lesson One

Learning how to use mind power, and learning specifically how to use mind power to attract wealth and abundance, has been a major focus for most of my life. Along the way, I've learned that using mind power works most effectively when it is done with ease and grace. You don't have to struggle to get exactly what you want in life. In fact, whenever you struggle, you push away that which you most desire.

Using mind power to change your life is more like a magic trick than anything else. You simply trick your mind into believing that you have what you want, and then your life miraculously changes to reflect your new belief. And just like a magic trick, it seems impossible until you learn the trick, and then you realize it is actually very simple.

Yes, I said very simple. The five steps which follow are designed for the complete beginner. You can start today, right now, to attract more prosperity in your life. Here are five ways to start immediately.

FIVE SIMPLE WAYS TO TRICK YOUR MIND INTO ATTRACTING WEALTH

1. Show gratitude for any money which enters your life. In order to attract money into your life, you must show gratitude for the money which is already in your life. Instead of bemoaning how little money you have, bask in gratitude at the many ways in which you are rich already. For example, if you earn more than $25,400 a year you are in the top 10 per cent of wealthy people on this planet. And if you earn over $2,182 per year, you have more wealth than 85 per cent of the people on earth. When you focus on what you have rather than what you want, you realize that you ARE already rich. Give thanks often for all the riches in your life.

How to use this principle today: The next time money enters your life, from any source whatsoever, instead of barely noticing what has happened and mentally beginning to spend it, use a few moments of time to give thanks to the universe for bringing this money into your life. Every time you receive a paycheck, every time someone gives you money for any reason, every time you find money, or get a great deal, or save money in some way, stop and appreciate the fact that money is flowing into your life. Doing this every time money comes to you will attract more and more money into your life.

2. Act as if you are rich. This is the fundamental truth of all mind power work, that you must act as if what you want is already yours. So act as if you already have the money you wish to have. Ask yourself, if I was already rich, what would I do, how would I act, how would I feel, and then do, act, and feel in those ways.

Of course, you don't need to quit your job and move to the South Pacific like you would if you suddenly won the lottery, but you start small and with each success you build your way to greater and greater wealth. Eat a little bit better, dress a little bit nicer, go on slightly higher-end vacations, take a cab instead of the bus now and then, take that course you think you can't afford, or do anything at all that you wish to do but believe you can't because of a lack of money.

And when you do these things, bask in joy at your inner state of wealth, and know that this state will be reflected in your outer world. You'll be amazed at how life provides for the things which bring you joy.

How to use this principle today: The next time you are about to buy something, anything at all, purchase an item that is of slightly higher quality and price than you would usually buy. Even if something only costs a few dollars more than what is usual for you to spend, buy that item and thank the universe for providing for your new expanding lifestyle.

Even though it is a tiny step, you are beginning to teach your mind that you are expanding your limitations, and as you practice this you will begin to purchase more of the things you want in your life and the money will come to you to pay for them.

3. Find a penny, pick it up. In order to attract wealth into your life, your subsconscious mind must be open to the idea of wealth flowing to you. You must be open and receptive to money coming to you from any source whatsoever. This includes the pennies laying on the street. If you pass a penny on the sidewalk, and your usual reaction is simply to ignore it because stooping down to pick up a penny is not worth the effort, you are telling your subconscious mind that you are not willing to put out effort for money. The amount of money makes no difference whatsoever. The subconscious mind doesn't distinguish between one penny and one million dollars. All it knows is how you feel.

Of course this manifests in many other ways as well. Whenever you do not accept a gift graciously, whenever you do not charge someone for work that you have done for them, or charge them way less than you should because you feel guilty, and whenever you sell a product for less than it is worth because you do not want to charge too much, you are generating the same emotions. So begin to be open to money, in whatever form, and begin to accept it's flow into your life, even if it's only a penny on the street.

How to use this principle today: Simply go for a walk today and look for money. You are sure to find at least a penny somewhere. Pick it up and thank the universe for bringing money into your life. Let your subconscious mind know that you are open and willing to accept money from any source.

As well, apply this principle in your working life. If you have been undercharging for your services, raise your prices. If you are not earning what you feel you should, ask for a raise. And whenever anyone gives you anything, especially money, accept it graciously and give thanks.

4. Be open to money-making opportunities. One thing that all self-made millionaires agree on is that there are opportunities everywhere, if we are just open to seeing them. You can prove this for yourself by looking at your own life. There are probably many times in your past which you think back to and wonder what might have happened if you had taken an opportunity at just the right time. Whether it's obvious things like career opportunities you let slip by, investment opportunities you didn't believe in, or less obvious opportunities like an idea you once had that is now making someone else rich, or an industry you could have joined before it became saturated.

If you are like most people, when you think of your past opportunities, you believe that you once had a chance but that opportunity is now gone. The difference between rich and poor people is that rich people realize that new opportunities are always all around us, all the time. You simply need to keep a look out for the opportunities, keep and open mind, and be prepared to take advantage when the opportunity arrives.

I'm sure you've heard the old adage that luck occurs when opportunity meets preparation. Well, it couldn' be more true. If you expect to find money-making opportunities in your life, and you prepare to take advantage of them when they come, you will be blessed with more incredible luck than you have ever experienced.

How to use this principle today: Get out a little notebook and write down all the money-making ideas you can think of. It doesn't matter how stupid or outrageous the idea might seem, write it down anyway.

This does two things. First, you realize that there are plenty of money-making opportunities around you right now, as there always have been and always will be. Secondly, this exercise will stimulate your mind to see money-making opportunities where it might have ignored them in the past, and will help you practice to see opportunities in the future.

If you keep adding ideas to your notebook consistently, one day you will see an incredibly opportunity on your list which is perfect for you. Then go for it!

5. Do something that makes you feel good. This has got to be the easiest money-making advice I could ever give. Do something that makes you feel good. When you feel good, your energy rises, and when your energy rises, it attracts more of the things into your life which make you feel good.

Could life be any easier? Not really, but we are so caught up in the backwards thinking of everyone around us that we miss the obvious flow of energy. All you really need to attract more of the good things in your life, including more money, is to generate positive energy into the world. The states of happiness and joy literally rearrange the atoms of your world to bring you more happiness and joy. Of course, the reverse is true as well. So avoid fear, anger, depression, and spend your time feeling good about yourself and your life.

If this is difficult for you, just practice. Begin with some small thing which brings you happiness. It could be as simple as watching a sunset, renting your favorite movie of all time, taking someone you love out for dessert, or anything at all.

The secret is to do these things whole-heartedly, with all your attention focussed on the happiness vibrating from your soul out into the world. This simple act will bring you rich rewards.

How to use this principle today: Don't just read this article and think "that sounds good" and then go back to your life. Pick something to do which will bring you happiness and do it today. It doesn't matter what it is or how small it seems. In fact, you don't have to do anything at all. All that is important is feeling the positive emotions of happiness and joy emanating from your soul.

One simple way to generate positive emotion is to feel gratitude for something in your life. Just pick something in your life for which you are very grateful, and vibrate your gratitude towards it.

IT'S NEVER TOO LATE IF YOU START NOW
That should get you started. Five extremely simple actions you can take to begin to expand the prosperity you experience in your life. But don't stop there. Never let fear or doubt enter your mind. There is nothing you need in order to succeed except the power of your own mind.

If you worry that you are not smart enough, not connected enough, not talented enough, not young enough or not old enough, you are simply creating limiting beliefs which will manifest in the outside world. All you really need to know is that the outside world is a reflection of the state of your inner mind. Know that you can make every day from this day forward a little more joyful and a little more abundant and then watch your life begin to change.

It's an easy and gentle process, much like letting a plant grow. One day you will suddenly realize that all of your good thoughts have grown into the beautiful fruits of a happy and successful life.

[Natural Selling] Lesson #7 - Conclusion and the Next Step

We’ve seen why conventional sales techniques of telling your
story, talking about your solutions or presenting to soon,
handling objections and "closing" can cause objections and
rejection.

In contrast, the Natural Selling Approach is all about coming
from an inner place of stillness, calm and understanding, using
your Personal Agenda to guide you and not manipulate you using
dialogue. You do this by focusing on your Purpose of merely
discovering whether there is a problem that you might have an
answer for.

In doing so you allow the other person to motivate themselves to
look at your solution if it's appropriate, by listening to them
and letting them listen to themselves as they internally think
about and process what they are saying.

The four principles of The Natural Selling Approach are:

1. The Purpose of a Business is Helping Other People Solve Their
Problems.

2. Asking the Right Types of Questions at the Right Time

3. Listening to What is Being Meant, Not Just What Is Being Said

4. Feeding Back What You Think You Heard.

The Natural Selling Approach is one of a Problem Solving Exercise
not a Persuasion Exercise. You use the Magic and Power of
Dialogue to help people discover for themselves whether they have
any problems you can help them solve.

By knowing what types of questions to ask, how to listen and how
to feedback you remove your anxiety by taking the focus off you
and putting it where it matters - on other people.

When you align yourself with these principles and consistently
use the Natural Selling Approach in your professional and
personal life, you will discover you will have the capacity to
help more people in less time and with less effort to inspire
themselves to change and be interested in listening to what you
have to say and taking a closer look at your solutions.

Point to Remember: If there isn't a problem to be solved, will
you have lost a sale? Of course not! There was never a sale to
be made in the first place.

If there isn't a sale to be made you can either change the
conversation or graciously bow out so you can quickly move on to
other opportunities without feeling rejected.

If there is a problem to be solved however, you'll uncover it and
know precisely how to customize your solution in a way that makes
perfect sense to people.

What's more, you'll completely eliminate your fear and anxiety
when talking with people about your products and business. Why?
It's because you now have a different initial focus. You are no
longer using or thinking about having to use conventional selling
techniques, tricks or mind games.

The big question is, are you really "selling" (in the
conventional sense) when using The 4 Principles of The Natural
Selling Approach? No you're not! All you’re doing is helping
people discover for themselves whether they want to replace what
they have with what they want. Most importantly you’re also
discovering their level of desire to do so.

You don’t have to use techniques when you know how to help people
inspire and decide for themselves to change!

Another point. Have you ever thought of yourself as a feature of
your products, Income Opportunity or company? Of course you are!
In fact, you're the ONLY unique feature!

If people buy you because you appear to understand them and what
they are about, what do you think that does to the value of you
and everything you represent? Including your solutions? It soars!

Asking the right types of questions at the right time, and
listening with the intent to hear, understand, and solve other
people's problems creates tremendous value in you and what you
represent.

When you do this, people can't help but be attracted to you and
want to listen how you might be able to help them with your
solutions! They can't help it because everyone (including you)
is attracted to people who really understand them. What's more,
they will be much more likely to do business with you!

The Next Step

At this point, have you discovered if The Natural Selling
Approach resonates with your inner truth? Is it in alignment
with your core values about respecting and serving others and/or
about the way you want to be treated by others? Have The 4
Principles of the Natural Selling Approach caused you to
reaffirm, reconsider or change what you thought selling and your
business is all about?

If it has, ask yourself these questions...

* What if I could make this work for myself and be able to talk
with anyone, anywhere, anytime about my business?

* What if I could eliminate my fear and anxiety about talking
with people?

* What if I could totally eliminate rejection and objections,
not by using techniques, mind games and mental tricks, but by
talking with people in a different way?

* What if I could be successful early and significantly
increase my success rate?

* What if I could create meaningful and long-lasting
relationships with new people?

* What if I could strengthen my existing relationships?

* If I could do all of this, what difference would it make in
my professional and personal life?

Well, you can do this... ALL of it. And, you can do in your own
style and with your own personality... not someone else's, but
your own!

So if you want a blueprint of how to make this work and for
anyone else you bring into your team, of if your present
blueprint isn't working for you, now you have the opportunity to
change it.

You’re invited to take the next step to achieve what you want.

Obviously, you are participating in this course for your reasons.
If one of those reasons is because you are not getting the
results you want, here are a couple of questions you might want
to ask yourself:

1. Are my present feelings about my current situation
uncomfortable enough that I'm sufficiently motivated to do
something different than what I've been doing?

2. Does Natural Selling offer a solution to my specific problem
that makes perfect sense to me?

If you answered, "No", that's perfectly okay. However, if you
realize that the blueprint for your business simply isn't working
for you and you want to exchange it for something that does, I
invite you to take the next step to achieve what you want in your
business and life.

After all, will anything in your life and the lives of others
change if you don't? Highly unlikely, and definitely not until
you take appropriate action that makes sense to you. Whatever
action you decide is best for you - DO IT NOW!

[Natural Selling] Lesson #6 - The Importance of Feedback

Principle # 4 Feeding Back What You Think You Heard

To ensure continual understanding, feeding back or clarifying
what you think you heard, is something you will learn to do on a
constant basis throughout your dialogue, making sure that you're
on the right track, using phrases like...

* "Let me repeat that to make sure I understand what you're
saying" or

* "Would you go over that again to make sure I understand...?"

Don’t take anything for granted as you progress.

If you don’t understand something, ask for it to be repeated.

Hark the saying; "I know you think you know what I said but what
I said is not what I really meant!"

Also, summarizing what you think you heard gives the other person
the opportunity to correct any misunderstandings. Words and
phrases can often mean different things to different people.
Remember, we are all individuals and we each have our own view of
the world!

The ultimate feedback is at the end of your conversation when you
are presenting your solution. This is the time when you are in a
position to summarize what a person has, what they are looking
for and why they want it and how you can help them get it by
offering your solution. If you feedback, recap and present this
based on everything they told you, you will have truly
demonstrated a complete understanding.

And people love people who understand them. It's extraordinary
what people will tell you if you listen to them. Why? Because
you'll be one in a million who does listen, and if you do it with
love and care, you become a very valuable person.

In fact, you create value in you and everything you represent
with your ability to ask questions, listen and feedback.

The point is that by not focusing on selling your solutions
services, but
focusing on discovering and understanding problems and getting
behind them first, to see whether you can help, and whether the
other person is prepared to be helped, you will both see people’s
challenges more clearly.

As well, when you understand what a person is really looking for
and why they want it you will be able to customize your solution
and present it so that it personally means something to them.

[Natural Selling] Lesson #5 - The Power of Listening

Principle 3. Listening to What is Being Meant, Not Just What is
Being Said.

Ask yourself. Do you really listen to people? Do you really
listen to and actually attempt to understand what they are saying
and meaning without letting your own interpretations get in the
way?

This is how most people listen. 45% of the time is spent doing
what? Working out what they’re going to say next!

Another 45% of the time is spent waiting for a gap in the
conversation so that they can say it!!! Leaving only 10% of the
time for actual listening!

So are we listening when we spend only 10 % of the time doing it?
No we're not!

So what percentage of time must we listen?

100%!

To actually listen to, hear and understand what another person is
saying, we must spend 100% of the time listening.

Now, you might ask, how do you listen 100% of the time without
thinking? Well, here are a few clues.

First, you can think 10 times faster than most people can talk.
If you know how the features of your solutions solve problems,
you'll hear what specific features are relevant and how to talk
about them later as specific advantages and benefits.

It takes the guessing out of what to present and how to present
it. Imagine having all your features in lots of automatic drawers
in your mind... just like your CD drawer in your computer... and
having the correct ones automatically pop out based on what you
hear a person wants.

Secondly, you don't have to think about what you're going to ask
next, because;

1. You will know what questions to ask and when to ask them by
learning from a powerful framework that is available to you in
the Natural Selling Approach

2. What you're going to ask is also found in the answers you get
to your previous questions! It's all there! It's just that you
have to listen to the answers to get the information

Thirdly, stop re-interpreting what people say to you based on
your own biases or life's experiences, or your own judgments,
prejudices and thoughts! All this does is get in your way of
understanding. People don't think what you think they think!
You're thinking that they do can get in your way!

For example, have you ever had someone respond to a remark you
made and it was totally out of context with what you meant, and
you wondered where he or she was coming from? Well, it's likely
that the other person was interpreting what they thought you were
talking about. Do you do the same thing to others?

If you don’t listen and are impatiently waiting to say what you
want to say you’ll miss vital clues to help your potential
partner or customer come to a logical conclusion to change.
Result? You’ll miss the mark and will meet resistance most of the
time!

Let's look at this more closely. What do you normally listen for
when people reply to your questions? Do you listen to what you
want to hear with the intent to reply based on what you want to
say? Or do you listen with the intent to understand where the
other person is coming from and reply to them based on their own
deep inner truth?

People Have Two Truths

For example, if you ask a person whether they like their job, or
whether they like the skin care products they are presently
taking, would you hope they would say no? In the Natural Selling
Approach, it doesn't matter what they answer, because people
carry "Two truths". The Natural Selling Approach allows people to
reveal both sides of their truths, and reveal which is the
stronger.

Here is an illustration. If you ask someone if they like where
they live they could reply Yes or No. If they said, "Yes", and
you asked later, "If you could live anywhere else, where would
that be?" and they gave another location, you will have
discovered there is another truth to explore. One of those two
"Truths" will ultimately reveal itself as stronger than the
other.

If they replied "No" to the first question and were subsequently
asked the same question about living somewhere else, again the
real truth gets revealed.

Listening is such a powerful skill. If you learn how to listen to
people you'll find that they will immediately be attracted to you
and most will want to listen to you. A large part of my book is
spent demonstrating how you can do this.

Now you've covered some of the basics behind the importance of
listening, let's turn your attention to what you're listening
for. We'll recap the Principle:

Listening to What is Being Meant, not Just What is Being Said.

The two key words here are, said and meant.

Said is the logical or factual side of the problem solving
equation. It comprises about 10% of the problem. Meant is the
personal, feelings or subjective side... and it comprises the
other 90%.

In The Natural Selling Approach what is important is to focus
more on what is being meant. Why? Well, do people make changes
based mostly on logic or feelings? Feelings! So that is the
level you have most of your dialogues.

To illustrate this, think of someone saying they don't have
enough money. Is that a fact or a feeling? It's a fact! They
might say it with feeling, but it's still a fact.

So if you were to ask someone, "What one thing would make a
difference in your life?", which is a logical question, and they
said, "More money", which is a logical answer... and you then
responded with your solution by saying, "I can show you how to do
that"... you would be talking at a logical and factual level. And
what response do you think you would get from most people?
Negative or positive? Mostly they will reject your idea.

The reason is that talking logically with people won't help you
very much to help them because you're only addressing 10% of
their problem if they have one!

If you want to be of help, find out what is underneath this
problem called "lack of money". In other words, find out what is
causing it, what it means to them personally and how they feel
about it. Find out the meaning of what they say, not just what
they are saying. You will find their answers are totally unique
to them, and if you respond to their uniqueness as opposed to
coming out with a canned presentation or script, you will
automatically attract them to you.

"Facts belong to the world. Feelings belong to the individual".

If you ask without manipulation, most people will tell you.

It's also where the relationship and the sale is. To be more
precise, it's where both of you can discover if there is a need
and the depth of desire to do something about it.

So understanding how to listen and what to listen for and how to
respond is vital in the Natural Selling Approach.

And when you understand what someone wants and why they want
it.... you will be able to customize your solution and present it
in such a precise way that it will mean something to the other
person based on how they see things. Why will you be able to do
this? Because they will have told you everything you need to know
to make your winning presentation.

[Natural Selling] Lesson #4 - The Magic and Power of Dialogue

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.

[Natural Selling] Lesson #3 - The Purpose of Your Business

The Purpose of a Business

Let’s start by asking you to answer a question. Without
intellectualizing it or thinking what you think might be a clever
answer, please say out loud the very first thing that comes to
your mind...

What's the Purpose of your business...? Or any business in the
world?

Perhaps your answer might be something like, "Make money" or "To
make a profit" or "To be fulfilled".

Or, perhaps your answer was, "To help others" or "To help people
solve their
problems."

Two different answers and two different vibrations.

If your answer was similar to the first set, such as making
money, ask yourself this, does it demonstrate a focus on you and
your business or does it focus on other people? It's on you and
what you want, isn’t it? This is your Personal Agenda.

And the second set? Your focus is on others, to help them get
what they want. This is what is called as coming from a place of
Purpose.

Purpose and Personal Agenda

The reason we ask the question "What is the Purpose of a
business?" is to mentally prepare you for the rest of this
Ecourse and the Natural Selling Training, because your answer
reveals something that is vitally important and can become a
constant awareness for you... your words give you away!!

What do we mean by this? Well, have you ever thought that your
thoughts and words are energy that people directly or indirectly
feel? Have you ever thought people can consciously and
subconsciously feel your real intent? That they know whether you
are focused on your Personal Agenda, which is about you and what
you want, or on your Purpose, which is about helping them get
what they want?

To paraphrase an ancient saying...

"Your words are an extension of your thoughts
Your actions are an extension of your words
And your habits are an extension of your actions"

What you receive in life, and the way people respond to you, is
based on your words, your actions and your habits. And it all
starts where? With a thought!

Everything starts with a thought. That's why thoughts are so
powerful. That's why choosing how you think and act will
determine how life and people respond to you

So back to the original question about the purpose of your
business! The questions you have to ask yourself then, is, are
you really in business for you, (Personal Agenda) or are you in
it for other people (Purpose)? The truth is in the following
question;

If your solution cannot solve someone's problem, is there any
reason for them to do business with you?

No, there isn't! So the real purpose of a business then is not
about you and what you want, it’s to help other people solve
their problems, or get what they want, need or desire.

And that is the first principle of the Natural Selling
Approach...

Principle 1. Natural Selling is Helping Other People Solve their
Problems

Another ancient saying says,

"When you seek to serve, you ultimately serve yourself!"

It's just a matter of knowing how to do it! And that is precisely
what the Natural Selling approach will do for you.

It will allow you to effortlessly and easily help others get what
they want that will ultimately allow you to get what you want
without any anxiety in the process of doing so.

Now, if you know how to help people solve their problems, and you
can do it with your own solutions, you will achieve what? Your
Personal Agenda, which is your own reason for being in business.

Selling As a Problem Solving Exercise.

If the purpose of a business is to help other people solve their
problems, you could say that selling is merely a Problem Solving
Exercise. It's not a telling or persuading exercise. It's all to
do with problem solving.

You could call yourself a PROBLEM SOLVER! With problems come
opportunities. The opportunity for you is to help others get what
they want and to be rewarded for it

[Natural Selling] Lesson #2 - Build Your Business on Solid Principles

Imagine knowing how to talk with anyone, anywhere and at anytime
about your business, never having to say much about who you are
or what you’re doing, unless you are asked, and during the
dialogue find out:

1. Precisely where the other person is coming from; what they
have, what they want, what’s stopping them from getting it and
how they feel about it?

2. The depth of their desire to change their present situation.

And then, having discovered that, knowing precisely what to say
that will inspire them to look at your products or income
opportunity?

If you could do that do you think talking with people, making and
returning calls would be fun and anxiety free?

And what do you think would happen to your business? It would
soar wouldn’t it?

Well, you can do this! You can do anything! It's simply a matter
of;

1. How you think

2. How you talk with people, using a way of communicating that
resonates with you, your inner truth and with others.

How You Think and Communicate

By observing and if necessary, changing two things - the way you
think and the way you communicate - you can achieve the success
you’re looking for without the anxiety normally associated with
selling. You can bring harmony into your life, and the lives of
others in a way that assures every conversation you have will end
with something positive.

It could be an agreement to partner or become a customer, an
agreement to continue the conversation later or perhaps just a
conversation that leaves the other person and you feeling good
about each other. This is what we mean when we talk about every
conversation being anxiety free and having a successful outcome.

The Natural Selling Approach was designed to achieve this outcome
for you and to overcome the problems of rejection and objections
we discussed in lesson #1.

The Approach is based on 4 principles and uses a way of
communicating called Dialogue.

You can apply this approach to any relationship, not just
business. Its application is universal. Dialogue allows you to
relate with people in a way that puts all the focus on them, from
start to finish. As a result, people feel good about you and
respond to you positively.

Techniques versus Principles

The Natural Selling Approach is not about techniques or a new age
thing that only fits the times of today. It’s a way of
communicating that’s been with us for a long time and will stay
with us forever. It goes beyond selling - it’s the essence of
building relationships. It’s where the R word "Rejection" is
replaced by "Relationship".

Techniques in communication can be transient. They can work for
one person and not another, or in one situation but not a
different one.

On the other hand, methods based on principle-based communication
can be transferred and will work in all situations. The
following poem illustrates the point:

"Techniques are many, Principles are few.
Techniques will vary, Principles never do!"

Selling is to Serve - to Help - to Exchange

Unlike the modern way or conventional selling practices of
Selling by Persuasion, if you were to look in the old English
dictionaries you'll find that the definition of selling was "To
Serve" and "To Exchange".

This is the Natural Selling Approach! Instead of trying to
persuade others to do what you want them to, the Natural Selling
Approach is an approach that allows you to help and serve others
in a way that allows them to motivate themselves to change their
present situation!

Michael Oliver's [Natural Selling] Introduction and Lesson 1. Rejection, Objections and What Causes them

1. Why conventional sales thinking, techniques and systems;

* Are ineffective for most Network Marketers and Direct Sales
People

* Actually cause the objections and rejection Network Marketers
would prefer not to have.

* Is the reason for the high team and customer attrition rate.

2. How you can do something different or reverse this if you’re
already using techniques and achieve the results for you and your
team by adopting a different approach called the Natural Selling
Approach.

Lesson #1

The Way You Think and Communicate Will Determine The Way People
Respond To You

Ask yourself this. What is the greatest fear you might have that
could hold you back from talking with people about your income
opportunity or products?

If you are like most it will be the fear of rejection and
objections and the anxiety that comes with that.

Two Types of Rejection

There are two types of rejection;

1. The flat in your face "Not interested" or "You must be joking"
type of rejection; and
2. The type where someone has looked at your solution and finds
it doesn’t really fit what they need.

The second one can be disappointing but it doesn’t necessarily
feel personal. So this training program is about item 1 and
understanding the cause of rejection and how to eliminate it by
getting rid of the cause and replacing it with something entirely
different.

The Cause of Rejection

Have you considered that if you do have feelings of anxiety about
talking with people about your Income Opportunity and/or
Products...it could be the way you have chosen to communicate, or
think you have to communicate, that is causing this?

Life is full of choices and what you choose to think, say or do,
will reflect how other people will think, say or do in response
to you.

Let’s start by exploring closely the underlying causes of
rejection and objections.

This is a better approach than just launching off by telling you
what you should do. If we did this, then would you agree that
this training approach would not be any different than all the
standard ones that tell you what to do using techniques and
systems without any explanation as to why?

Besides, if you understand the cause of a problem first, you’re
now in a better position to think and do something different that
will eliminate it.

2 key things to grasp:

1. People do things for their reasons not yours. They are
motivated by their personal interest and own subjective reasons.
You may have heard this referred to as the "What’s In It For Me?"
syndrome; and

2. Most people resist being "told" what to do (even if they ask
you!) or being persuaded to do things, and generally like to
learn and understand before taking action on changing anything.

So it’s important when you hear someone express a problem or
need, want or desire, such as a need for money or good health,
that you’re not tempted to launch in with a "fire hose"
presentation before talking about and discovering why they want
it and the history behind how they came to be in these
situations.

There is no such thing as a "one size fits all" presentation that
basically "tells" a person what our solutions are and what they
can do for them.

We are all unique in how we see, hear and feel about things. If
you take the one size fits all view, (usually your view) then
rejection and objections is usually the natural consequence of
that.

The truth is, it doesn’t matter much what you think about your
solutions and whether they are going to work for someone. What’s
important is what the other person thinks.

So if you start your conversations by overpowering people and
coming up with your solutions too early, most people will
withdraw. Then you have to resort to using conventional selling
techniques of objection handling, closing and mental strategies
to overcome the rejection you created in the first place! It also
makes selling a "numbers game" of plowing through as many people
as you can that requires a great deal of effort and time.

So it’s important to help people surface what they know and don’t
know and what they want by allowing them to come to their own
conclusions.

Observe your own experiences. Have you ever been in a situation
where you asked someone for a solution to a problem and they
started with the words, "You know what you should do...?" Did
you feel resentful or annoyed, even though you asked for help?

If you did, it’s probably because you didn’t feel involved and
your own uniqueness and knowledge was not being acknowledged.
It's the same for most people.

People like to do things for their reasons not yours!

The Natural Law of Giving

The Law of Giving works like this. What you give is what you get.

Other people's actions and words are a reflection of your actions
and words. It's like a smile. If you smile at someone they will
usually smile back. This is the Law of Giving working for you.

However, this natural law can work against you if you put
pressure on others by telling, presenting or persuading people to
do things you want them to do. Result? Most people will tell you
back! How? By one or more of three ways:

1. Rejection
2. Objections
3. Passive Aggression. (When people say they will do something
and don't!) This is also called "Buyers Remorse".

In selling, if you want the Law of Giving to work for you and
have people listen to you and your solutions, then listen with
the intent to understand them first.