Mar/Apr 2007 Issue
Rekindle the Flame
by Michael Oliver
Networking Trainers Article
How to Effectively Start Calling a Lead
by Michael Oliver
Here is an interesting question from TD who asks, How do I establish an open discussion with new potential partners over the telephone?
My Answer: In order to answer you correctly I would need to know whether you are referring to calling leads, calling friends or associates, cold calling, referrals, etc.
For this week, I will address how to start the approach of calling leads.
First though, if you want to establish an open discussion or dialogue, it is important to start correctly. The Connecting Stage, which is the first stage of five of the Natural Selling Dialogue Framework, is designed to do this.
It sets you up to be successful for the important second stage, The Discovering Stage which will determine what you present in your solution.
Unlike other sales approaches that concentrate on
Networking Trainers Article
Three Ways to Stop Creating Resistance
by Michael Oliver
While I was observing a recent opportunity meeting, I noted three
things about the presentation that could be called "resistance creators."
Could you be doing something similar without realizing it?
First, the presenter included justifying statements such as "Network
marketing isn't what you think it is" and "It's not a pyramid scheme." He proceeded
to explain what he thought it was and why it wasn't a pyramid scheme.
He then continued to overcome some of the "perceived objections" that people supposedly
have about network marketing, such as its legality, etc.
The presentation also made comparing statements that included how the company "has the
best products... is the number one company in its field... has the
best compensation plan... etc."
At the end of this, one of the guests turned to me and said, "I didn't think
there was anything illegal about network marketing? And what's a pyramid scheme?"
"Also" He added, "I didn't know there were other companies doing the same
thing. I'd like to check them out."
I later discovered...
Networking Trainers Article
When Your Lead Asks "What's This All About?"
by Michael Oliver
When calling a lead, do you ever get asked the question, "So what's this all about?"
Have you been trained to have an answer already made up?
Are you sure you know what it is that your lead is really asking?
The answer is almost certainly no, you don't! And any assumption on your part will reduce any ground you may have gained so far in your communication...
Networking Trainers Article
Manipulative Questions Get Short-Term Results!
by Michael Oliver
Manipulative questions can be very powerful at externally motivating others into action. However, their power is mostly short-term, because they have an inherent weakness...
Networking Trainers Article
If You’re Going To Ask A Question, Allow The Other Person To Answer It!
by Michael Oliver
Have you ever found yourself in a situation where has someone asked you a question — and then immediately answered it for you?
Networking Trainers Article
Addressing the Things You Wished People Wouldn't Say!
by Michael Oliver
Ever get asked, "Is this network marketing?" or, "Is this a pyramid?" Ever hear comments like these: "This is too expensive," or "I don't have the time"?
Networking Trainers Article
A Natural Selling Phrase: "If There Were a Way You Could...?"
by Michael Oliver
There is a standard "closing phrase" in conventional selling that goes like this: "If I could show you a way to . . ."-and you fill in the rest. If you've ever used this, you've probably discovered it will cause most people to shut down on you...
Networking Trainers Article
JUDGMENT or DISCOVERY?
by Michael Oliver
If you want to draw people to you and help them explore and discover alternatives, it's imperative you suspend your opinions. Instead, find out where the other person is coming from first.
Networking Trainers Article
How to Dialogue with Large Groups
by Michael Oliver
Michael's answer to the question: 'When we're talking with groups, and we have a lot of people there... how do you do all this?'
Networking Trainers Article
5 Pointers on Calling People You Know
by Michael Oliver
"What do I say when I call my warm market?" Here are some points to consider, and then some pointers on what to say...
Networking Trainers Article
How To Open Up A Closed End Question
by Michael Oliver
Distributors are advised to steer away from Closed End questions because the reply is usually short, factual, and difficult to develop! Actually this is not true! You can take the answer to a Closed End question, open it up and continue to allow the dialogue to flow!
