Network Marketing Consultants Wanted

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

Laura Paulson

Laura is a digital marketer and entrepreneur building assets that spin off passive residual income. She created the Marketing Training Portal with 'Quick Hits' Marketing Tips Blog and Newsletter to help fellow entrepreneurs sort through all the noise and information overload for real-world, actionable tactics and strategies to put into action to accelerate their business growth.

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Steve Vernon - 6 years ago Reply

There is, indeed, a huge difference between “selling” and consulting, isn’t there! And you’re absolutely right….we must spend more time listening than talking and pushing our product/service/opportunity. Nobody wants to be sold to. They want you to meet their needs.

And if I may, I’d like to take this one step further. In business — especially network marketing — it’s about building relationships. The old saying, “people join people, not opportunities”. If we truly spend the largest percent of our time and energy building trusting relationships with people, they will stay with us for a long, long time.

LauraPaulson Reply:

@Steve Vernon, Hey Steve, well said! Building relationships is key and no one likes to be SOLD.

It’s building trust that creates the long-term success.

Thanks for the comment!

Bryan McHeyzer - 6 years ago Reply

Hi Laura,
A salesperson in most people’s minds is the slick smooth talking person trying to get us to buy something that we really do not want or need. As Brian Tracy says become a consultant…and today most of the success comes from people who see themselves as such.
In every situation in life we are always selling…either you buy my idea or I buy yours…it is not a “dirty word”.
I my opinion if we are in business we need to learn how to sell and stop being ashamed of the term or we will soon go broke.
Just joined TSA …good to meet you.
Cheers
Bryan

LauraPaulson Reply:

@Bryan McHeyzer, Hi Bryan, it’s good to meet you as well. Everyone in the TSA is SO awesome – you’re going to love it! Welcome aboard 🙂

Yes, that is definitely the stereotype and that’s why we need to change the perception. Selling IS something we all do, everyday, whether we realize it or not so shouldn’t be a dirty word – it’s all in your approach. And when you come from a genuine desire to help solve a problem and improve someone’s life with what you have to offer, it makes it more fun too.

Thanks, Laura

Nelson - 6 years ago Reply

I’m so familiar with Brian Tracy and his Focal Point Coaching. My good friend Shane Siegfried(http://www.youtube.com/watch?v=aETlIr8RLjY) turned me on to Brian over a year ago. What he says works. Good stuff Laura.

LauraPaulson Reply:

@Nelson, Hey Nelson, I agree. He definitely knows what he’s talking about.

Thanks, Laura

Nicole Rushin - 6 years ago Reply

Very good point. I believe we are suppose to call ourselves independent consultants, this must be why. This is a good way to look at it. Thanks for pointing this out.
Nicole Rushin ..Leaving the Sad Cafe’

LauraPaulson Reply:

@Nicole Rushin, Thanks Nicole.

Being a consultant is definitely how I choose to work and how I train my team.

Thanks for the comment. I really enjoyed your “Leaving the Sad Cafe” post. Thanks, Laura

Teach Jim - 6 years ago Reply

Consultant. It is all about matching problem with solution. Maybe you’ve read How to Sell Anything to Anybody. It is a mater of matching the product or service to the need for a solution. When it is a solid match a purchase takes place. When there is no match. No sale.

Bringing solutions to the people with the need is what marketing is all about. While everybody may be a “potential” prospect there are only a few for whom your product/service match their needs now.

Thank you for lending direction to our efforts.
Teach Jim ..Mike Klingler on Developing Your Business With Purpose

LauraPaulson Reply:

@Teach Jim, Hi Jim,

Actually I haven’t – heard of it but never read it.

I think you made a very important point with “match their needs now” with “now” being the key word. We have to remember that Timing is EVERYTHING. Just because our product or service isn’t a match today doesn’t mean it won’t be tomorrow.

So, this is why building a relationship of trust with a genuine desire to help (being a consultant) will pay you back SO much more than just being concerned about making an “immediate sale”. It’s that long term focus that will bring about the most success because when the timing IS right, guess who they will call? It certainly isn’t going to be the “slick talker” who tried to “sell” them.

Thanks for the comment Jim!

Kyle McCauley - 6 years ago Reply

Hey Laura, thanks for the thoughts here. I especially like this part here:
——————–
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.
——————–

I constantly remind myself of, “Two ears, one mouth.” Haha!

Thanks again
-Kyle
Kyle McCauley ..Action Series- What Successful are you

LauraPaulson Reply:

@Kyle McCauley, Hey Kyle, oh yes me too LOL. I think it’s kind of natural for us to want to jump right in and start talking so it does take a little self-discipline and practice. Thanks for the comment!

Yorinda - 6 years ago Reply

Hi Laura,
I like the way you explain the consultant perspective in Networkmarketing.
Open ended questions and listening are very important tools.
Listening is something not a lot of people get a lot of.

Have a great weekend.
Yorinda
Yorinda ..On the Lighter Side – Jokes

LauraPaulson Reply:

@Yorinda, Hi Yorinda,

I agree. People really aren’t used to that – they’re used to be “talked at”. So just by actually listening and being genuinely curious and interested in what they have to say is HUGE and goes a long way.

Make it a Great Day! Laura

Anja Drumm - 6 years ago Reply

Hi Laura

Great post and also a timely reminder of what being a consultant is really all about. With life being so hectic and the daily demands of life getting more and more well… demanding, it’s easy to really stop listening to what people have to say and “assume” what was said. Our business is indeed all about creating solutions.

Have a great weekend.
Anja

LauraPaulson Reply:

@Anja Drumm, Hi Anja,

Oh yes, I totally agree. And it IS easy to get so focused on our own agenda especially when there’s so much to get done.

And I like what you said about “assuming”. We all filter things differently so it’s important to REALLY listen to what they’re saying and asking more questions so we actually “hear” them and not just assume we know from our own viewpoint. And this definitely is a learned skill for most of us.

Thanks, Laura

Kevin M. - 6 years ago Reply

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.

Great point! These are my favourite type of sales people to deal with.
Kevin M. ..Smiling Through Tears

LauraPaulson Reply:

@Kevin M., Hey Kevin, totally agree. AND these are the type of sales people we actually enjoy referring to people we know (hint, hint :))

Thanks for the comment!

Larry Bilich - 6 years ago Reply

Hello Laura,

Thanks for sharing the great post. Reminds me of my early days and how bad I was at talking “to” people instead of having them talk to me.

It really does just come down to really listening with both ears to whom ever is in front of you and paying attention to what they say.

That way, you can actually have a conversation you will both remember after its over and it will all mean so much more.

Wishing you all my best!
Larry Bilich ..Article Marketing Strategies That Will Get You More Traffic

LauraPaulson Reply:

@Larry Bilich, Hi Larry, Yes, I can relate. I think it is easy to be so focused on what we have to say that we don’t really “hear” what the other person is saying so it’s definitely something we need to be mindful of and really that’s half the battle.

Thanks for the comment!

mario piso - 6 years ago Reply

Laura, well said and explained. I am a mentor with a servants heart and love to help people and hate sellers as you describe them. They are born for one sale and never have to come back.
Loved it , thank you,
…Mario…

Aiden - 5 years ago Reply

Thanks for the helpful reminders, Laura. Having sold insurance products, carpeting, and replacement windows the truth is you can’t talk someone into buying but you can talk yourself out of a sale. A good technique in addition to asking questions is to repeat back their previous answers along the way. You’re not really doing anything other than reminding the prospect of what they’ve told you, and hopefully turning up heat on the pain they are trying to be rid of.

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