If you are in Network Marketing, Multi-Level Marketing (MLM) or Direct Sales, you are a salesperson. For many of us, being a “salesperson” has such a negative connotation because we don’t like to “sell” so that may be a hard pill to swallow.
However, it doesn’t have to be. It’s all about our approach. We can either choose to be a pushy, slick “salesperson” trying to convince our prospects to buy what we are selling. Or, we can choose the role of a consultant. A consultant helps their clients overcome some kind of problem.
And let me tell you, it’s not the slick, smooth talker who can talk anyone into anything that makes the best salesperson and creates long-term success. The best salespeople is the person who acts as a consultant putting themselves in their customer’s shoes and providing a solution that solves the customer’s problem.
In order to do so, you need to ask open-ended questions that encourage your client to give you expansive answers about their needs, wants and pain. Only then can you go to work on finding solutions. So, your job is to simply listen. And you must actually listen for the clues before you try and come up with the solution.
Asking questions that develop rapport and determine needs is a vital skill but it’s also a skill that can be learned. And it starts by not being so preoccupied with what you are going to say next. Instead, you need to focus on listening attentively to what your prospect is really saying – two ears, one mouth.
With all the noise out there, people have heard it all before so you need to engage with your client first. This creates a basis of trust and is key. When you build trust, even if they don’t buy from you today, you have laid the groundwork for future contact, something that no amount of persuasion or convincing can do.
Watch this short video from Brian Tracy, Chairman and CEO of Brian Tracy International, a company specializing in the training and development of individuals and organizations where he talks about being a Consultant vs. a Salesperson.
So what do you think? Is your approach that of a pushy, slick “salesperson” trying to convince your prospects to buy what you are selling. Or, are you a consultant who provides a solution that solves your customer’s problem?
I hope you enjoyed this post and got some value from it. Please leave a comment below and share with your facebook and twitter friends.
To Your Success!
P.S. Do you hate to sell but when prospecting and recruiting for your business, you automatically go into “selling” mode when talking to a prospect? It’s funny but that’s exactly what too many people do and usually without even knowing it. To improve your people skills specific for prospecting and recruiting, check out the free training at PriorityTeam.com