Today, I want to take a few moments and clarify the difference between consulting and selling in network marketing. One of the biggest objections you will hear from prospects is “I don’t like to sell.” When many people think about our industry they think of high pressure sales, such as the used car salesman who turns up the pressure because he is trying to make his end-of-month quota.
To most people, selling means high pressure, where you try to convince someone to buy something they don’t want or don’t need to buy. If that’s the definition of selling, I don’t want to do it either!
How you treat your prospect will determine how they feel about your business and products. If you act like a salesperson they will think they need to be a salesperson to be successful.
My mentor, who has a team of about one million people, tells me that 95% or more of the population doesn’t like to sell. From personal experience, I have to agree. If everyone you are talking to tells you that “they don’t like sales” I can assure you that you are building the business the wrong way.
Rather than be a salesperson, I think the most successful network marketers act like consultants. They focus on educating their prospects. They take the time to find out what their prospect’s problems are and IF their products or business opportunity are a good fit, they can offer it as a solution. However, they don’t try to sell something the person doesn’t want or need.
If you get nothing else out of this article, remember that. Your job is simply to ask questions and identify a problem that your prospect has, and IF your products or business opportunity are a good solution to that problem, ask them to buy. If it’s not a good fit, let them go! This will save you time and money and also protect your reputation.
If more network marketers took this approach, our industry would have a better reputation. I also believe that network marketers would get better results if they took their eyes off themselves and focused on their prospect’s needs.
It’s true; people don’t care how much you know until they know how much you care. Trust me, your prospects know when you are only talking to them because you want to make a quick dollar. After all, how do you feel when someone treats you that way?
From this day forward, be a consultant, not a salesperson. Get good at asking questions and listening. Know the benefits of your products and business opportunity. Find out what other people want and show them how what you have to offer can help them get it.
Do that and the business will become fun! Don’t do it and you will continue to struggle in your business.
What are your thoughts? What do you think about selling in our industry? Do you think it’s better to have the consultant approach or the salesperson approach? Leave a comment below to let me know what you think. I look forward to hearing from you.
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Network Marketing Professional (21+ years)
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