When prospecting with potential customers or distributors, do you prefer to take the salespersons approach or someone who believes in their product?
Recently I was talking with a fellow network marketer and they were telling me how they were getting more and more objections coming from people regarding the, “I’m not a salesperson though!”
Let’s face it, it’s a huge concern with many who are considering network marketing. This isn’t so much of a problem with existing network marketers because most (not all) understand the model as it’s used in the network marketing arena.
What I really wanted to tell this person was perhaps they weren’t dealing with the right people if this was one of the common objections.
But nonetheless, I didn’t because I already knew this person’s background. So, I took a different approach.
With that, let’s entertain the assumption that we are dealing with a prospect that is attracted to you and doesn’t so much understand how the whole process really works.
So, where I believe this common objection comes from is the understanding that they must make a hard sell in order to make money.
Well, it’s far from that!
Sure, when you make that connection with someone and they are truly interested in your product does mean you’re making a sale, but it does not mean that you are that hardcore pushy salesperson.
What it means is you’ve taken the approach in working with your prospect to understand their needs, providing them information on your product and seeing if it’s a solution for them.
To make a sale, you don’t have to play out the role as that pushy salesperson, interested in only themselves just to make a sale.
Today the sales process has evolved, including how it’s used within someone’s business. Because of their level of belief in what the product can do for their prospect, they aren’t even concerned about being pushy.
They just have a confidence level that what they are providing to their prospects will work for them. If it doesn’t they just move on.
Here’s the difference of selling versus believing when it comes to the approach of making a sale.
Selling is the process by which someone agrees to purchase something from you in exchange for money.
Believing is the same except that it’s a feeling that your prospect has during the sale.
The two are definitely different, however, both methods work when it comes to making a sale.
But, when the ‘believing’ approach is taken, there’s a lot more one on one involvement showing them the value in what you have which is ultimately leading to a sell. This goes back to building trust like we discussed in our other post.
What’s interesting is more and more are taking the ‘believing’ approach when it comes to selling, as you can see why. It’s a comforting process for the purchaser and the seller.
Most buyers would prefer it to be their idea they made a purchase rather than them feeling like they were just sold something. That’s just the way it is and that’s why I take the ‘believing’ approach when it comes to making a sale with my customers.
Taking this different approach fulfills your prospect’s needs. PERIOD!
How do you feel about the sales process? Have you found it to be easier to closely work with your prospect?
Please feel free to share your take on the selling process and some of the techniques you have used that has provided you with successful or not-so-successful results by commenting below.
