By Michael Oliver
What do you think the number one cause of objections and rejection is in direct sales and network marketing? I’ll give you a hint. It’s not price, products, pyramid scams, fear of selling, having no time, no money, no contacts….
The number one cause comes from presenting your solution, telling your story too early or telling it when it’s not relevant! That’s it!
Standard sales training tells you to present features and benefits when you first get together with someone, (or tell your story) and that objections and rejection are just people wanting more information about what you’ve got.
Of course that’s pure baloney! People being resistant is a result of them objecting to and rejecting your behavior because you haven’t made an attempt to understood their real needs! It can also come from a feeling that you’ve excluded them from the conversation.
When you present and tell too early, what you’re doing is relaying YOUR ideas of what you think people need based on your own perspective or “World of Reality.” In other words, you’re guessing what they want – or that they even want something in the first place!
Whether you believe your products or business opportunity will help people doesn’t matter; what matters is whether THEY believe your solutions will help them.
* So how can you be sure what to present, or even whether to make a presentation?
* How can you know what features of your solution are relevant to a person’s real needs and have their full attention if you do?
* How can you explain those features and turn them into personal benefits so that a person gives you their full attention while heightening their desire to take action and look closely at what you’re proposing?
Ask them! They’ve got all the answers, so why waste time guessing and having to deal with all the rejection that comes with it?
Asking Questions Is the Key to Successful Enrolling
The secret to significantly increasing your enrolment is to find out information FIRST, before you give it.
Enrolling has little to do with you, your story, your passion or convincing anyone of anything so that you can get what you want. It’s helping people get what they value and want the most.
People make changes based on feeling dissatisfied with their present situation. Allow them to talk about their thirst and how it feels first, and then offer them your solution if it’s appropriate to do so.
Ask the types of questions that will surface whether any dissatisfaction exists, and if it does, ask whether they are prepared to do something about it, before even thinking about presenting your solution.
The key to influencing people is not to influence them at all, but allow them to influence themselves!
People’s responses to a few meaningful, relevant and simple questions will tell you exactly WHAT they want, WHY they want it and whether they are prepared to do something about it.
More important, they will tell themselves why they need to change as they answer your powerful questions. Why? Because they listen to themselves as they reply. They feel what it’s like to be in their present situation. If the feeling is strong enough, believe it or not, they will influence themselves to do something.
So, doesn’t it make sense to provide people with relevant information that makes sense to them based on what they really want? If so, isn’t it worthwhile finding out about them, what they are looking for, and why instead of shooting from the hip with your guesses?
People love talking about themselves if you care to spend the time to listen.
If you do care and you want an effective foolproof way of comfortably and effectively talking with ANYONE, consider my Home Study Course. Utilize the concepts and approach on a regular basis and your feelings of rejection will magically dissolve and become a non-issue as your success and well being soars!
After all “People have the answers. All you need are the right questions!”
About the Author Michael Oliver
Michael Oliver is an internationally recognized trainer, speaker and author and the founder of Natural Selling, the only sales training program designed to really eliminate rejection and objections. Visit his blog and signup free to get blog updates by email, along with the latest news, free advice, additional resources, and a lot more! Go now to http://www.michaeloliver.com. While you’re at it, check out http://www.naturalselling.com.
