Categories

Posts Tagged ‘Natural Selling’

Natural Selling The Final Lesson, Seven The Conclusion

 

Your life is a learning process – you can only become wiser from learning. Sometimes you might have to attract making a painful mistake to learn something important, but after the mistake you have far greater wisdom. Wisdom cannot be bought with money – it can only be acquired through living life. With wisdom comes: strength, courage, knowing, and an ever-increasing peace. May the joy be with you, Rhonda Byrne

You Can Now Make Objections and Rejection a Thing of the Past!

Summary and Recap what has been covered.

We’ve seen why conventional sales techniques of telling your story, talking about your solutions or presenting to soon, handling objections and "closing" can cause objections and rejection.

The key to success is keeping company whith people who uplift youIn contrast, the Natural Selling Approach is all about coming from an inner place of stillness, calm and understanding, using your Personal Agenda to guide you and not manipulate you using dialogue. You do this by focusing on your Purpose of merely discovering whether there is a problem that you might have an answer for.

In doing so you allow the other person to motivate themselves to look at your solution if it’s appropriate, by listening to them and letting them listen to themselves as they internally think about and process what they are saying.

The four principles of The Natural Selling Approach are:

1. The Purpose of a Business is Helping Other People Solve Their Problems.

2. Asking the Right Types of Questions at the Right Time

3. Listening to What is Being Meant, Not Just What Is Being Said

4. Feeding Back What You Think You Heard.

The Natural Selling Approach is one of a Problem Solving Exercise not a Persuasion Exercise. You use the Magic and Power of Dialogue to help people discover for themselves whether they have any problems you can help them solve.

By knowing what types of questions to ask, how to listen and how to feedback you remove your anxiety by taking the focus off you and putting it where it matters – on other people.

Graph 2 men salesWhen you align yourself with these principles and consistently use the Natural Selling Approach in your professional and personal life, you will discover you will have the capacity to help more people in less time and with less effort to inspire themselves to change and be interested in listening to what you have to say and taking a closer look at your solutions.

Point to Remember: If there isn’t a problem to be solved, will you have lost a sale? Of course not! There was never a sale to be made in the first place.

If there isn’t a sale to be made you can either change the conversation or graciously bow out so you can quickly move on to other opportunities without feeling rejected.

If there is a problem to be solved however, you’ll uncover it and know precisely how to customize your solution in a way that makes perfect sense to people.

What’s more, you’ll completely eliminate your fear and anxiety when talking with people about your products and business. Why?

It’s because you now have a different initial focus. You are no longer using or thinking about having to use conventional selling techniques, tricks or mind games.

The big question is, are you really "selling" (in the conventional sense) when using The 4 Principles of The Natural Selling Approach? No you’re not! All you’re doing is helping people discover for themselves whether they want to replace what they have with what they want. Most importantly you’re also discovering their level of desire to do so.

You don’t have to use techniques when you know how to help people inspire and decide for themselves to change!

Another point. Have you ever thought of yourself as a feature of your products, Income Opportunity or company? Of course you are!

In fact, you’re the ONLY unique feature!

If people buy you because you appear to understand them and what they are about, what do you think that does to the value of you and everything you represent? Including your solutions? It soars!

Asking the right types of questions at the right time, and listening with the intent to hear, understand, and solve other people’s problems creates tremendous value in you and what you represent.

When you do this, people can’t help but be attracted to you and want to listen how you might be able to help them with your solutions! They can’t help it because everyone (including you) is attracted to people who really understand them. What’s more, they will be much more likely to do business with you!

The Next Step

helping handAt this point, have you discovered if The Natural Selling Approach resonates with your inner truth? Is it in alignment with your core values about respecting and serving others and/or about the way you want to be treated by others? Have The 4 Principles of the Natural Selling Approach caused you to reaffirm, reconsider or change what you thought selling and your business is all about?

If it has, ask yourself these questions…

* What if I could make this work for myself and be able to talk

with anyone, anywhere, anytime about my business?

* What if I could eliminate my fear and anxiety about talking with people?

* What if I could totally eliminate rejection and objections,

not by using techniques, mind games and mental tricks, but by talking with people in a different way?

* What if I could be successful early and significantly increase my success rate?

* What if I could create meaningful and long-lasting relationships with new people?

* What if I could strengthen my existing relationships?

* If I could do all of this, what difference would it make in

Your mental attitude is the most dependable key to your personality.
Your view of yourself will greatly influence how others perceive you. If you are a confident, cheerful, positive person, your co-workers, friends, and family will be attracted to your personality. If you are unhappy, negative, and always complaining about your situation, others will be repelled. Even when at times you don’t feel very happy, by forcing yourself to behave in a positive fashion, you will find that you soon feel genuinely upbeat, because your subconscious mind doesn’t know the difference between an artificial emotion and the real thing. When you behave positively, you will positively influence everyone around you — including yourself. – Napoleon Hill

my professional and personal life?

Well, you can do this… ALL of it. And, you can do in your own style and with your own personality… not someone else’s, but your own!

So if you want a blueprint of how to make this work and for anyone else you bring into your team, of if your present blueprint isn’t working for you, now you have the opportunity to change it.

You’re invited to take the next step to achieve what you want.

Obviously, you are participating in this course for your reasons.

If one of those reasons is because you are not getting the results you want, here are a couple of questions you might want to ask yourself:

1. Are my present feelings about my current situation uncomfortable enough that I’m sufficiently motivated to do something different than what I’ve been doing?

2. Does Natural Selling offer a solution to my specific problem that makes perfect sense to me?

If you answered, "No", that’s perfectly okay. However, if you realize that the blueprint for your business simply isn’t working for you and you want to exchange it for something that does, I invite you to take the next step to achieve what you want in your business and life.

After all, will anything in your life and the lives of others change if you don’t? Highly unlikely, and definitely not until you take appropriate action that makes sense to you. Whatever action you decide is best for you – DO IT NOW!

"Just like you are in charge of your thoughts and emotions, you are in charge of your visual field and imagination. Use it to help create positive thoughts and send positive vibrations to the universe." Frank Mangano

The future belongs to those who believe in the beauty of their dreams. Eleanor Roosevelt

Gray Lawrence Successful Networker

"Life is the sum of all your choices" Albert Camus

Natural Selling Feed Back Lesson Six the last but one

 

You can’t control others’ acts, but you can control your reaction to their acts, and that is what counts most to you.
No one can make you feel any negative emotion — fear, anger, or inferiority — without your express permission. There will always be people who find perverse enjoyment in upsetting others, or who simply play upon your emotions so that they can use you for their own selfish purposes. Whether or not they are successful depends entirely upon you and how you react to their negative behaviours. When you are forced to deal with such people, recognize from the outset that they are trying to upset you, not because of something you may have done to them, but because of some problem they have with themselves. Tell yourself, “This isn’t about me. I will not allow this person to upset me. I am in control of my emotions and my life.” Napoleon Hill

The Importance of Feedback

Today, we look at the 4th Principle and a very important part of the Natural Selling Approach.

The fourth Principle Feeding Back What You Think You Heard

Leading a team being carried on an arrow the way aheadTo ensure continual understanding, feeding back or clarifying what you think you heard, is something you will learn to do on a constant basis throughout your dialogue, making sure that you’re on the right track, using phrases like…

"Let me repeat that to make sure I understand what you’re saying" or * "Would you go over that again to make sure I understand…?"

Don’t take anything for granted as you progress.

If you don’t understand something, ask for it to be repeated.

Think about the saying; "I know you think you know what I said but what I said is not what I really meant!"

Also, summarizing what you think you heard gives the other person the opportunity to correct any misunderstandings. Words and phrases can often mean different things to different people.

Remember, we are all individuals and we each have our own view of the world!

A cloud does not know why it moves in just such a direction and at such a speed, it feels an impulsion.. This is the place to go now. But the sky knows the reasons and the patterns behind all clouds and you will know too, when you lift yourself high enough to see beyond horizons.                            From the book Illusions.

The ultimate feedback is at the end of your conversation when you are presenting your solution. This is the time when you are in a position to summarize what a person has, what they are looking for and why they want it and how you can help them get it by offering your solution. If you feedback, recap and present this based on everything they told you, you will have truly demonstrated a complete understanding.

And people love people who understand them. It’s extraordinary what people will tell you if you listen to them. Why? Because you’ll be one in a million who does listen, and if you do it with love and care, you become a very valuable person.

In fact, you create value in you and everything you represent with your ability to ask questions, listen and feedback.

listening takes practice and it takes patience  but I promise if you listen your story will be better for itThe point is that by not focusing on selling your solutions services, but focusing on discovering and understanding problems and getting behind them first, to see whether you can help, and whether the other person is prepared to be helped, you will both see people’s challenges more clearly.

As well, when you understand what a person is really looking for and why they want it you will be able to customize your solution and present it so that it personally means something to them.

The last lesson number seven! we will review the material we have covered and take a look at the next step.

Exercises:

Call centre group in circle1. Think about a time you might have found yourself in when you were talking with someone and you realized that you had been talking "at cross purposes". They meant something completely different from what you thought they did? Think about how that happened and the consequences of it.

2. When you’re talking with people today, make a point of feeding back to them what they are saying to you. Don’t overdo it!

Especially ask for clarification with words or phrases they might use that are unfamiliar to you.

3. Go to a busy restaurant and listen closely to two people talking.

Observe whether their conversation is on the same track or whether they are having two or more different conversations!

If it’s two or more, ask yourself whether you do the same thing and if you do, what you can do to correct it.

Know yourself! Watch how you manifest the small things in life and think about how you felt inside with those things. Think about how easily they came. You will find that you thought of a small thing once and never thought about it again, and then it manifested.

What really happened was you didn’t think any thoughts or speak any words which contradicted what you wanted, so the law of attraction was able to do its work.

May the joy be with you, – Rhonda Byrne The Secret

I was never afraid of failure, for I would sooner fail than not be among the best. John Keats

Gray Lawrence Successful Networker

Choose to be optimistic, it feels better." – Dalai Lama

Natural Selling lesson Four

The game of business is very much like the game of tennis. Those who fail to master the basics of serving well, usually lose. — Unknown

There is only one boss–the Customer. And he can fire anybody in the company from the chairman on down, simply by spending his money somewhere else. — Sam Walton

 

Silouette door sales

This lesson, we’re going to talk more about how to approach potential partners and customers using the magic and power of dialogue…a way of connecting with people at a deeper level than can be achieved just by telling or through conversation.

It’s based on 3 more principles of the Natural Selling Approach that we will cover in a moment.

We learned in the previous lesson that the Natural Selling Approach is a Problem Solving Exercise.

To do this you simply find out if people have the sort of problems that you can help them solve by:

1. Asking simple questions

2. Listening

3. Feeding back and responding to the answers to constantly make sure both of you are on the same track.

Doing this while suspending your agenda is the magic behind and power of dialogue. When you suspend your agenda, you allow others to openly reveal theirs without yours getting in the way.

Let’s look at this in the form of a principle… the 2nd one of four.

Principle 2. Asking the Right types of Questions at the Right Time

As you have seen, the conventional way of telling people about you, your company or your products, usually will result in rejection and objections.

It’s the Law of Giving and the Cause and Effect working against you!

So how to turn this around?

The key is not to tell, present, convince, persuade, manipulate or pressure someone to buy something or take action. It’s about asking questions and listening and effectively responding and allowing your potential partners and customers to convince themselves to change

Now, we’re not talking about manipulative or leading questions that are designed to get the answers you want to hear. If you use these questions whose answers are you likely to hear? Your own!

Whose answers and truth do you really want? Theirs!

While manipulative questions can be very powerful there are drawbacks to using them:

* People know when they are being manipulated and don’t like it

* Using them is uncomfortable for most Network Marketers and

Direct Sales People who tend to resist using them and end up

doing nothing.

* They are not effective for long term results.

While it’s possible to temporarily motivate people to do something, there is a very interesting phenomenon that takes place. After a short while they stop being motivated and stop doing what they agreed to do.

This behaviour is called passive aggression or buyer’s remorse.

You can see the effect of this when customers stop buying from you, or people drop out from your organization. This is usually because they came on board for your reasons, not theirs. This is the number one cause of the high customer and team attrition rate.

The Natural Selling Approach dramatically changes this.

The questions you use are intended to help the other person uncover and talk about the difference between what they have and what they would like based on their own inner and external values, without you having to guess or make a judgment.

After all, who has the history of what is, and has been, going on in their life, and what they want and why they want it? They do!

Small daily improvements are the key to staggering long term resultsYour potential partner or customers and you each bring a key thing to the Approach. On the one hand, they have their history and know what they want… they have the answers. You, on the other hand, know the potential of your products or income opportunity, and whether it can work for them based on the answers they give you. When you get a match, which will happen most of the time, you’ll then be able to explain your solution to them so that it all makes sense. So all you need are the right types of questions!

You also need to know when to ask them.

The Natural Selling Approach uses a "Dialogue/Conversation Framework" that explains what the types of questions are and when to use them to help you and the person you are talking with see clearly:

1. Whether they have the type of problems that your solution can help them solve

2. If they do, the depth of those problems.

3. Whether there is enough desire for them to want to do something.

Questions help people open their minds. Questions involve people. They allow people to think about their present situation, themselves and their problems.

Helping People Inspire Themselves to Change

The Natural Selling Approach is not about you persuading them, it’s about allowing people to persuade themselves as they come to see what is right for them.

While bias-free communication takes on going effort, it will help you build a This is how it works.foundation of trust with your listeners.                              — Leslie C. Aguilar

This is how it works.

As people respond to your questions they also listen to themselves. They;

1. Internalize what they say

2. Feel the discomfort of their present circumstances (and if things are not working as well as they would like) 3. Decide to make a change.

Their answers help them think about their problems and to own the idea that they want to change if their problems and internal motivation is great enough.

It gives meaning to the saying "When I say it, they can doubt me.

When they say it, it’s true."

The degree a person will change depends on two things;

1. The degree of discomfort they feel in the present moment as they talk about their present circumstances, and their;

2. Degree of their desire to move toward their dream

If you get out of your own way and listen to them, and are not hasty to come up with your solutions too quickly, they will listen to you.

Asking questions eliminates the need for you to present and learn closing and objection handling techniques. Because who eliminates all the objections in the Dialogue? They do, because they are the ones talking and revealing how they feel about their problems and internally motivating themselves to make a change.

The "Sale is Made" in the Discovering!

Learning how to ask the "Right Types of Questions at the Right Time" will prepare a person to be receptive to your solutions.

Before you speak THINKEssentially, they "sell themselves" on the idea of wanting to change and when you offer the idea of a potential solution, they are receptive to it.

The "sale" then is actually made during the uncovering and revealing a person’s needs, where they talk and listen to themselves into changing.

It’s when you have asked enough questions, responded appropriately to their answers, discovered there is a need to make a change and that the other person is open to changing, that you propose you might know of a solution that might help them.

The Natural Selling Approach can take two minutes or it can two years! It really depends on the other person and where they are in their lives.

One thing is guaranteed. If you don’t rush them and put your Personal Agenda on the shelf and let it guide you not manipulate you, if there is a sale to be made, you will make it every time.

Next we will take a close look at the other most powerful communication tool available to you – Listening.

The Secret

There is a difference between feeling gratitude and appreciation for something, and feeling attachment to something. Appreciation and gratitude are states of pure love, while attachment contains fear – fear of losing or not having what you are attached to. When it comes to something you want in your life, appreciation and gratitude attracts, and attachment pushes away. If you are feeling afraid that you will not get what you want, or losing what you have, then you have attachment.  To remove the attachment, keep shifting yourself into a state of appreciation and gratitude, until you can feel that the fear has gone. May the joy be with you, Rhonda Byrne

Exercises:

1. Have you ever experienced "Buyers Remorse"? Think about the situation and what happened. Did you ever do business with that person or organization again?

2. Start a Dialogue with a stranger or someone you know by asking them a question and continue asking them questions. Remove your Personal Agenda.

Just listen and ask questions based on the answers you get to your previous questions, or on something that comes to your mind.

Don’t talk about you or your ideas, or make comments. Just gently focus on asking questions. If you’re asked a question, briefly answer it and follow your answer with a question of your own.

See how "deep" you go exploring a particular issue. Observe your own feelings and how the other person is feeling.

Your thoughts ceate your future

To thine own self be true; to your success…

"Energy is the essence of life. Every day you decide how you’re going to use it by knowing what you want and what it takes to reach that goal, and by maintaining focus." Oprah Winfrey

The Power is from within, the choice is yours
Gray Lawrence
Successful Networker


"Your present circumstances don’t determine where you can go; they merely determine where you start." Nido Qubein

Successful Networker Natural Selling Lesson Three

I’m an entrepreneur who is passionate about harnessing the power of personal development and using it to add value to all who seek personal development which leads to an incredible lifestyle.
It has always been my nature to share value and connect people whose talents provide a mutual benefit and then watching the magic unfold. Gray

What is the Purpose of your business

There is a Secret to Getting What You Want.

Asking the right questions can help you get back on the right trackLet’s start by asking you to answer a question. Without intellectualizing it or thinking what you think might be a clever answer, please say out loud the very FIRST thing that comes to your mind…
What’s the Purpose of your business…? Or any business in the world?
Perhaps your answer might be something like, “Make money” or “To make a profit” or “To be fulfilled”.  Or, perhaps your answer was, “To help others” or “To help people  solve their problems.”

Two different answers and two different vibrations or energy.  If your answer was similar to the first one, such as making money, ask yourself this, where is the focus? On you, or the other person? It’s on you and what you want, isn’t it? This is your Personal Agenda or Personal Objective.

Whether you think you can or can’t, either way you are right.” – Henry Ford

The second set?  Your focus is on them! To help them get what they want. This is what is called as coming from a place of Purpose. Two different ways of thinking and two different ways of taking action on that thinking.
PURPOSE AND PERSONAL AGENDA

You want to become aware of your thoughts, you want to choose your thoughts carefully and you want to have fun with this, because you are the masterpiece of your own life.” – Joe Vitale

The reason I ask the question “What is the Purpose of a business?” is to mentally prepare you the Natural Selling Training, because your answer reveals something that is vitally important… your words give you away!!   What do I mean by this?  Well, have you ever thought that your thoughts and words are energy that people directly or indirectly feel? Have you ever thought people consciously and subconsciously feel and know your real intent? That they know whether you are focused on your Personal Agenda, which is about you and what you want, or on your Purpose, which is about helping them get what they want?

Let a person radically alter his thoughts, and he will be astonished at the rapid transformation it will effect in the material conditions of his life. ” Napoleon Hill

To paraphrase an ancient saying…
What come out of your mouth is determined by what goes into your mind“Your words are an extension of your thoughts Your actions are an extension of your words And your habits are an extension of your actions”  What you receive in life, and the way people respond to you, is based on your words, your actions and your habits. And it all starts where? With a thought! Everything starts with a thought. That’s why thoughts are so powerful. That’s why choosing how you think and act will determine how life and people respond to you So back to the original question about the purpose of your business! The questions you have to ask yourself then, is, are you really in business for you, (Personal Agenda) or are you in it for other people (Purpose)? The truth is in the following question;

If your solution cannot solve someone’s problem, is there any reason for them to do business with you? No, there isn’t! So the real purpose of a business then is not about you and what you want, it’s to help other people solve their problems, or get what they want, need or desire. And that is what is behind the first principle of the Natural Selling Approach…

PRINCIPLE 1. NATURAL SELLING IS HELPING OTHER PEOPLE SOLVE THEIR
PROBLEMS.

Believe in yourself and your abilities. That is the only way to attract wonderful things into your life. Don’t waste your time thinking that you cannot do something. Dr. Steve & Frank

To take this further… Another ancient saying says, “When you seek to serve, you ultimately serve yourself!” It’s just a matter of knowing how to do it! And that is precisely what the Natural Selling approach will do for you. It will allow you to effortlessly and easily approach and help others get what they want and ultimately allow you to get what you want without any anxiety in the process of doing so. Now, if you know how to help people solve their problems, and you
can do it with your own solutions, you will achieve what? Your Personal Agenda, which is your own reason for being in business isn’t it?

SELLING AS A PROBLEM SOLVING EXERCISE
Success mean...  Zig ZiglarIf the purpose of a business is to help other people solve their problems, you could say that selling is merely a Problem Solving Exercise. Contrary to the conventional approach, it’s not a telling or persuading exercise. It’s all to do with problem solving.   Become a problem solver – look for them. Because with problems comes what? Opportunities! Opportunities for you is to help others get what they want and to be rewarded for it.  Tomorrow we will look closely at how you practically and effortlessly do this by using a powerful approach of communicating called Dialogue. until the next Lesson!
EXERCISES
1. Reflect on how by serving others, you can achieve what it is that you want.
2. Two quotes to think about:
“You can get anything you want if you help enough people get what
they want” – Zig Ziglar
“Help me, Rod, help me to help you!” – Jerry Maguire in the movie
“Jerry Maguire”.

“Let a person radically alter his thoughts, and he will be astonished at the rapid transformation it will effect in the material conditions of his life. ” Napoleon Hill

Gray Lawrence Successful Networker

01522 691508 m: 07726 591314

 gray@savewithsmallbills.co.uk

www.savewithsmallbills.co.uk

ps – I can show you a way to earn extra income in your spare time for a few hours a week, Try our online booking now.

“Forget mistakes. Forget failure. Forget everything except what you’re going to do now and do it. Today is your lucky day. -Will Durant

Revolving Map
Contact Information
Gray Lawrence

grayjl63@gmail.com

Skype: graynat71

Mob:+44 7726591314
Follow me on Pinterest

Follow Me on Pinterest

Link Referral
free web site traffic and promotion
Network Blogs