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Book: How to Sell Network Marketing Without Fear, Anxiety or Losing Your Friends! (Selling from the Soul. Ancient Wisdoms. Modern Practice) :: Robert Kiyosaki|Books :: Book
Date: Thursday, 08 January, 2009 :: 04:06
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How to Sell Network Marketing Without Fear, Anxiety or Losing Your Friends! (Selling from the Soul. Ancient Wisdoms. Modern Practice)
List Price: USD $19.95
from USD $17.99
Product Group: book
Manufacturer: Natural Selling Inc.
Studio: Natural Selling Inc.
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Editorial Review: Product Description
It's no secret that knowing 'How to Ask the Right Questions at the Right Time'... and 'Listening to What is Being Meant, Not Just What is Being Said'... are the essential problem-solving skills of the effective Distributor. These skills will get you what you want, faster and more efficiently. They will allow you to understand what others want before you start Telling your Story or Presenting. Help your potential partner persuade themselves into taking action by using the power of Dialogue and the 4 Universal Sales Principles of Success by Attraction.
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Reviews:
Average Customer Review: 
Summary: Helpful Advice for Network Marketers
Date: 2008-12-18 - 
Comment: This book is invaluable for anyone in network marketing. The biggest mistake network marketers make is to present their solution too quickly, which leads to resistance and rejection. Focus on yourself, and you'll feel anxious; the other person will feel pressured. Instead, draw the other person out through active listening and asking the right questions. Change your approach to change your results. Even if you make no sale, the experience will be win/win. To recruit business partners ("downline"), adopt the mindset of a CEO. Don't pressure someone to join your business; ask, "Would I want this person on my team?" The prospect should ask, "Would this help me solve my problems?" Prospects persuade themselves (if there is a problem to be solved and if they are ready to take action). If the prospect is not ready to take action, would you want that person on your team? Let go of consequences; search for answers.
Listen actively, and ask questions to keep the focus on the other person to eliminate rejection. Avoid traditional sales approaches of persuading, "telling your story," handling objections, and closing the deal. Most of the conversation should be on building a relationship: help other people solve their problems; listen to what is meant, not just what is said; ask the right questions; and feed back what you heard they want.
Start by finding out about people's current situation. Help them to get in touch with their dreams--what they really want; don't assume that they know. Help make them aware of the discrepancy between where they are and where they want to be. Find out how important these things are and what they would be willing to do to get there. Do not assume anything; do not offer an interpretation, such as "What you just said is really important"! Instead, ask, "How important is that to you?" Only once you have determined that the person is willing to take action ("What would you be willing to do to get those things?") does it make sense to present. Don't just get facts; go for feelings! "How does that make you feel?" or "How would it make you feel if you could do that?" Feelings motivate people to make changes and to take action. Your questions can help people get in touch with their feelings. They persuade themselves to take action for their reasons, based on their feelings--the personal relationship with you.
Here's the basic framework. The author advises all network marketers to memorize it. Conversations are rarely this linear. Specific conversation should be tailored to fit the person, based on what he or she says.
1. Connecting Stage. Connecting Questions
Demonstrates your intent. Puts the focus on the other person.
State how what you do helps others. Problem--solution--question to get other to talk.
2. Discovering Stage. Background Questions
Finds the present situation--the basic facts.
"Before I get into what I've got, let me ask you a few questions so that we can talk about you and what you're looking for."
"What is your present situation?" "How did you get to this point [where you are now]?"
Needs Awareness/Development Questions
Explores needs/problems, if any. What your customer wants.
Explores circumstances causing the needs. Why your customer wants it.
Reveals the features, advantages, and benefits to solving the problem.
"So, what drew you into this type of work?" "Do you enjoy your work?"
"Do you like what you do?/What you have?" etc. "What do you like about . . . ?
"What would you change about your job if you could?" "Why would you change that?"
"Is that important to you?"
"What do you mean when you say ______?"
"How does that make you feel not to have [what you just said you wanted]?"
Consequence Questions
Expands on the problem. Makes the need more urgent.
Explores consequences of making a wrong decision.
"What if you didn't do anything and the situation got worse?"
"How would you feel if you weren't able to _____?"
Solution Questions
Involves your customer and his or her ideas.
Reveals and strengthens the benefits of solving the problem.
"What have you done [OR would you do] about changing your present situation?"
Qualifying Questions
Confirms whether the other person is ready to take action.
"How important is that to you?" "Why is that important to you?"
"I sense that you're not too sure; how do you see it?"
"How would you feel if you could _____?"
"Are you prepared to change your present situation to get what you want?"
"Does that work for you?" "Is that what you're looking for?"
"Would you do whatever it takes to get you the things that you want?"
3. Transitioning Stage. Transition Questions
Opens the door to presenting your solution.
"Well, based on what you've told me, I'm doing something that might be what you're looking for. If you're interested, I would be happy to share it with you."
4. Presenting Stage. Summary and Agreement
Confirms the correct solution.
Presents the specific features, advantages, and benefits of the solution that solve
solve the problem and satisfy the customer.
"You said _____, and it's making you feel ____. Well, what I do is _____. What this means to you is that you can do the same thing. You can ____ [advantages--logical side of problem], which will allow you to _____ [benefits that will satisfy personal side]. Does that feel as if it might take care of what you want?"
5. Committing Stage. Commitment Questions
Helps other person to commit or take the next steps.
"I'd like to suggest as the next step _____. What would be most appropriate for you? Do you see the value in all of this for you?" [Check for agreement. Keep making suggestions. Follow up!] "I'll call you at 7:00 p.m. next Tuesday. You'll have listened to the tape I'll send you, and we can discuss specific aspects of it."
The author shows how to be effective at network marketing. Anyone in network marketing could benefit from studying this book.
1 of 1 people found the following review helpful:
Summary: ...a MUST HAVE Book!
Date: 2008-08-25 -
Comment: I love "really good" books. As a Financial Advisor and a Business Consultant, I consume a ton of books and do a lot of research and due dilligence for my clients.
Network Marketing - As a Home Biz Coach and a Network Marketing professional (for over 20-years), I have also studied many books, audios, videos, CDs, DVDs on - and taken many courses about - the Network Marketing industry. Despite its critics (and I used to be one) - it's a business model that I greatly respect - and when 'worked correctly' according to the 'right' financial, business, marketing and ethical principles - it has no real comparison on this planet in my opinion.
Major Problem - But because of far too much hype + the very poor (OLD methodology) sales / marketing training provided within this industry - there is a terrible failure rate (90-95%)! Distributors are (still) being taught old sales strategies and techniques that are outdated, stressful, and unprofessional. As a result, distributors become uncomfortable, get frustrated, and struggle to succeed. They have not learned (are not learning) the right "people / communication skills" or "sales skills" - and this is a tragedy.
There IS a better way.
A Revolutionary Book - The Review I'm giving here is about a very important, MUST HAVE book - not just for Home Business entrepreneurs - but for everyone.
Michael Oliver - Although I have not personally 'met' this gentleman - I have chatted with him on one of our DRA (Distributor Rights Association) calls recently, where he was our guest speaker ((I'm proud to be serving on the DRA Board Of Directors, as Canada's representative. The DRA is a non-profit, global organization that serves to educate, inform, preserve and protect the 'rights' of Network Marketing distributors everywhere)).
Natural Selling - In my opinion, Michael Oliver is perhaps "the" finest teacher / educator / coach within the Network Marketing // Direct Sales industry. His contribution to this industry is huge. In addition to being a brilliant author, he is in constant demand as a speaker / trainer. His 'Natural Selling' approach to business building is radically different from the methods and techniques that many companies, uplines and other trainers teach to their distributors and associates - and thus, it has met with some controversy.
This book is without a doubt, a MUST HAVE resource - for both new as well as experienced Network Marketers (perhaps even more so for veterans). It should be required reading for every Network Marketer in my opinion. In it, Oliver gives us the option of another way to succeed - a more relaxed, fun, professional way.
Personally, I love the blueprint he lays out - as it challenges the very problem areas that most face. For example...
The 80//20 Rule - Early in this great book, he raises a profound question about the 80//20 Rule (20% of the people end up - doing 80% of the work - achieving 80% of the success).
Well, he puts forth the proposition => what if that 20% "makes up" those Rules (which, in many cases, cannot be duplicated by the other 80%)? Hmmm. And what if even 10% of those other 80% "could" succeed - IF those Rules were to be changed somewhat? Hmmm...
Attraction // Relationship Marketing - Michael Oliver describes business building using the approach of a "consultative dialogue" with people - to create long term and mutually profitable relationships. It avoids all the "manipulative techniques and high-pressure sales tactics" so commonly being used in this industry. Natural Selling instead, focuses on creating "trust" through relationship building first - and only introducing the products / services / business opportunity as potential solutions "after" a mutual process of discovery with the prospect (he calls them a 'potential partner') - where there's a good FIT for the other person.
Stress Free Building - This book teaches distributors "how" to both understand rejection and eliminate it - "how" to overcome the fear of objections - "how" to end call reluctance forever - "how" to forget all about any personal agenda, and instead, concentrate totally on the 'potential partners' needs and wishes - "how" to have 'potential partners' being attracted to YOU (-vs- you chasing them).
Communication - When we fail to "communicate" effectively with others, we lose - they lose. Disagreements / arguments / divorces / fights / wars - they can all occur because of a lack of ongoing communication. It's no different in our careers / businesses / professions. It starts with putting the OTHER person's interests first - period. It's about asking good questions - listening sensitively (not only to the 'words' spoken [or not spoken], but to the real 'meaning' behind them) - offering sound solutions to any problems uncovered - but also, being willing to admit it (and actually "walk away" from the situation) should you feel that your solution[s] might NOT be the most appropriate for that person.
It's a mindset thing - it's about changing out thinking. Michael Oliver "challenges" us to do just that in his exceptional book. Thank you, Michael!
I give this 255-page book a "perfect 10" - a full 5-STAR Rating.
Sincerely,
Peter Arnold, CLU, CFC / Founder
Business Achievers Academy / Canada
Summary: Fantastic book!
Date: 2008-07-08 -
Comment: This is a great book/series for people getting started in the industry. Being an introverted person who had never been self employed before the networking/prospecting process at first was unsettling. This book is the foundation of everything I do now and with this more patient style you can have success using natural selling. If you are naturally introverted with no self employment experience and want to save months of spinning your wheels while building a foundational knowledge towards taking action I would also recommend the following books:
Think Like Your Customer - Bill Stinnett
How To Hire & Develop Your Next Top Performer - Greenberg, Weinstein, Sweeney
Principle Centered Leadership - Stephen Covey
The Greatest Networker In The World - John Milton Fogg
Make Your Contacts Count - Babor, Waymon
How To Have Confidence And Power In Dealing With People - Les Giblin
Why We Do What We Do - Deci
Talk Your Way To The Top - Hogan
The Difference Maker - Maxwell
Take Me To Truth - Sanchez, Vieira
Secrets Of Self Employment - Edwards
I have filtered my way through about 60 books when I entered this industry about 6 months ago and these ones really I think are vital to the average, not so out-going person entering the industry. They also speak to people who are very principle based. I would also try to contact the University Of Illinois's Network Marketing department and try and track down a cheap(er) copy of the textbook Direct Sales by Keith Laggos. You really will save yourself a lot of self-doubt and frustration I promise you.
Summary: How to Sell Network Marketing Without Fear, Anxiety or Losing your Friends!
Date: 2008-06-13 -
Comment: I loved it!
I love the combination of practical advices with the Ancient Wisdom from your Soul!!
Summary: A "Must-Read" for any multi-level marketer!!
Date: 2008-04-07 -
Comment: This book is the best advice & counsel for multi-level marketing!! We have electricity & gas on multi-level and it helped us alot, to get away from old sales tacktics. This book is from the heart! IgniteYourLife.info
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