http://naturalselling.blogspot.com/Using 'The Magic and Power of Dialogue' To Achieve Success in MLM, Network Marketing and Sales.ennoreply@blogger.com (Michael Oliver)Thu, 05 Nov 2009 06:01:59 PSTBlogger http://www.blogger.com366125http://www.naturalselling.comhttp://www.naturalselling.com/images/logo.jpgThis is an XML content feed. It is intended to be viewed in a newsreader or syndicated to another site.http://naturalselling.blogspot.com/2009/11/5-november-2009-olivers-twist-on.htmlnoreply@blogger.com (Michael Oliver)Thu, 05 Nov 2009 06:01:59 PSTtag:blogger.com,1999:blog-8094363.post-2434102939104610344Have YOU Conditioned Yourself To Stop Listening?When you make assumptions and think you know what people are saying, in effect you stop listening. When you stop listening, you create resistance and people go away.I experienced how frustrating this can be the other day when I spent one hour talking on the phone with a sales agent and the technical person of a well known North American airline. (I 0http://naturalselling.blogspot.com/2009/10/29-october-2009-olivers-twist-on.htmlnoreply@blogger.com (Michael Oliver)Thu, 29 Oct 2009 09:27:20 PDTtag:blogger.com,1999:blog-8094363.post-70742508790406315723 Ways To Stop Creating ResistanceWhile I was observing an Opportunity Meeting, I noted three things about the presentation that were what could be called, “resistance creators”.Could you be doing something similar without realizing it?First, the presentation included justifying statements from the presenter like... "Network Marketing isn't what you think it is" and... “It’s not a pyramid scheme”0http://naturalselling.blogspot.com/2009/10/22-october-2009-olivers-twist-on.htmlnoreply@blogger.com (Michael Oliver)Thu, 22 Oct 2009 03:53:14 PDTtag:blogger.com,1999:blog-8094363.post-7573512577367420814The Un-Natural Selling ApproachThose of you who have been around a while might remember the UnCola advertisements that advertised the beverage 7-UP.Well, I heard an Un-Natural Selling approach and yet to my mind it’s so simple I wished I had thought of it myself. I didn’t! Art Jonak did, a friend and successful distributor. And I heard of it through John Fogg!And it’s this.When you are talking 0http://naturalselling.blogspot.com/2009/10/15-oct-2009-olivers-twist-on-selling.htmlnoreply@blogger.com (Michael Oliver)Thu, 15 Oct 2009 09:29:26 PDTtag:blogger.com,1999:blog-8094363.post-1982270825892597410How to Talk With People About Your ProductsDiscovering before presenting is one of the main concepts of the Natural Selling Process.Most sales are lost due to "fire hose" presentations, presenting too early and attempting to “get “people into the “system” as quickly as possible. The passive aggressive and sometimes outwardly aggressive resistance that follows is the nightmare of most distributors0http://naturalselling.blogspot.com/2009/10/oct-8-2009-olivers-twist-on-selling.htmlnoreply@blogger.com (Michael Oliver)Thu, 08 Oct 2009 08:59:22 PDTtag:blogger.com,1999:blog-8094363.post-2820761630286365236Address The Cause Of The Fear, Not The Fear ItselfYou might have heard of the expression – “Face the fear and do it anyway”. It’s one of those conventional wisdoms or clichés, that has never sat well with me.Maybe you use the expression with your downline or have had it used on you to address the fear about calling leads or talking with people.While the “Facing the fear…” approach can work, (if 0http://naturalselling.blogspot.com/2009/10/1-october-2009-olivers-twist-on-selling.htmlnoreply@blogger.com (Michael Oliver)Thu, 01 Oct 2009 03:42:07 PDTtag:blogger.com,1999:blog-8094363.post-2501445974133357515The Basics Can Make YOU A #1 Income EarnerHere’s an interesting point that came from a reader recently. He writes:"Thank you so much for your valuable insight. I’m very new to Network Marketing and I just love it.What I learned the most from your Home Study Course is to just "slow down". I was slamming people into 20 minute business calls and getting no call backs, or they hid behind their 0http://naturalselling.blogspot.com/2009/09/24-september-2009-olivers-twist-on.htmlnoreply@blogger.com (Michael Oliver)Fri, 25 Sep 2009 08:44:00 PDTtag:blogger.com,1999:blog-8094363.post-202494248298648153Changing Your Script Into A GuidelineI spend a lot of time going over scripts and helping clients convert them to Dialogue Guidelines. There is a big difference between the two. Scripts tend to be canned and suffocating while Guidelines breathe, allowing your own authenticity to shine through.Something I find most of the scripts have in common is that, while the first part usually has some 0http://naturalselling.blogspot.com/2009/09/17-september-2009-olivers-twist-on.htmlnoreply@blogger.com (Michael Oliver)Thu, 17 Sep 2009 08:51:32 PDTtag:blogger.com,1999:blog-8094363.post-4472361086612474588What’s More Important – Need or Desire?Having a need to satisfy the hunger I felt late one night in one of the hotels I was staying at, I found room service was for some reason temporarily unavailable.This was strange considering the calibre of hotel. No matter though as there was a stock of food items on top of the bar. The potato chips in particular caught my eye.Then I discovered the price! $90http://naturalselling.blogspot.com/2009/09/september-10-2009-olivers-twist-on.htmlnoreply@blogger.com (Michael Oliver)Thu, 10 Sep 2009 08:24:09 PDTtag:blogger.com,1999:blog-8094363.post-3909161521251011255Look for “Listening Opportunities”“Business breakfasts" or other networking type events can be a great opportunity for you to meet new people and make contact with potential business partners and customers - If you know the right way to interact with people, that is.A common mistake is to fall into the trap of thinking that you have talk about yourself first.Instead of doing that, here's an 0http://naturalselling.blogspot.com/2009/09/september-3-2009-olivers-twist-on.htmlnoreply@blogger.com (Michael Oliver)Thu, 03 Sep 2009 08:24:01 PDTtag:blogger.com,1999:blog-8094363.post-252219749694088360“This Sun Tan Lotion Is Very Expensive”A DialogueI was asked recently during a meeting with some Distributors about “How do you justify the price of something that clearly costs a lot more money than a similar product?” It came out that even the person who asked the question believed the price was too high!First; you never justify the price. Second; you never justify the value. You allow other 0http://naturalselling.blogspot.com/2009/08/august-27-2009-olivers-twist-on-selling.htmlnoreply@blogger.com (Michael Oliver)Thu, 27 Aug 2009 08:23:00 PDTtag:blogger.com,1999:blog-8094363.post-576834334241067099Getting Behind the Answer!I asked someone the other day what it was that attracted them to an advertisement that prompted them to ask for information about a business opportunity.His reply was, "The lifestyle".Now… before we go any further, do you have any idea what someone means when they say something like that?It's hardly likely!In my experience the first thing that someone says is not usually0http://naturalselling.blogspot.com/2009/08/august-20-2009-olivers-twist-on-selling.htmlnoreply@blogger.com (Michael Oliver)Thu, 20 Aug 2009 08:23:15 PDTtag:blogger.com,1999:blog-8094363.post-2858474683117373748Making Clear Your Reason to MeetI've been hearing quite a bit about Distributor's making the appointment their primary objective without saying too much about why to their potential partner... or even getting people to meet them under false pretenses.Think about it... isn't that wasting your time, money and effort... and doesn't it feel frustrating when people don't turn up or turn you down?This 0http://naturalselling.blogspot.com/2009/08/august-13-2009-olivers-twist-on-selling.htmlnoreply@blogger.com (Michael Oliver)Thu, 13 Aug 2009 08:37:25 PDTtag:blogger.com,1999:blog-8094363.post-19815104668320476243 Reasons Why Not To Ask - How Are You Today?One of the standard greetings I’ve heard Distributors who are calling leads or people they don’t know for the first time is… "And how are you today?"Unless it’s someone with whom you are really familiar… DON’T ask this question!Here’s 3 reasons why…To read on... click here0http://naturalselling.blogspot.com/2009/08/august-6-2009-olivers-twist-on-selling.htmlnoreply@blogger.com (Michael Oliver)Thu, 06 Aug 2009 08:57:47 PDTtag:blogger.com,1999:blog-8094363.post-9758300723202612703 Reasons For Not Saying – “I’m Looking For Someone Who Is…”As many of you know, I’m not a great fan of scripts unless they’re written out as questions and used as guidelines.Most of the ones that come across my desk tell, sell and explain, despite the fact that they claim otherwise in the script!I was looking through some different ones the other day that people have sent me and discovered this 0http://naturalselling.blogspot.com/2009/07/july-30-2009-olivers-twist-on-selling.htmlnoreply@blogger.com (Michael Oliver)Thu, 30 Jul 2009 08:15:04 PDTtag:blogger.com,1999:blog-8094363.post-3849946263547467843Lead Calling Tips You Can Use Right Now!Picture this: Let's say you own a one person traditional business selling widgets (a very popular mythological product), and you've come to realize your income has reached a ceiling. This is because there are only so many hours in the day and you can only call on a limited number of people.You decide it's time to expand. You place a "help wanted" ad in the 1http://naturalselling.blogspot.com/2009/07/july-23-2009-olivers-twist-on-selling.htmlnoreply@blogger.com (Michael Oliver)Thu, 23 Jul 2009 08:55:36 PDTtag:blogger.com,1999:blog-8094363.post-8158691478738889205Give Me The Bottom LineWhen calling leads, there are some people who will ask quite quickly "Give me the bottom line".The thing to realize is that there is a personality style (about 15% - 20% of the total population) that is the let's-get-on-with-it, I'll-work-out-how, just-give-me-the-facts type of person.You might find them gruff and intimidating... you might feel as though they are looking 0http://naturalselling.blogspot.com/2009/07/july-16-2009-olivers-twist-on-selling.htmlnoreply@blogger.com (Michael Oliver)Thu, 16 Jul 2009 09:55:29 PDTtag:blogger.com,1999:blog-8094363.post-5959963795793803762People Who Ramble! Help Them Stay On TrackSome distributors struggle with people who hog the conversation and take it in every direction imaginable!Here are some ideas to help you help the other person get back on track.1. Face to FaceProblemA common tendency is to keep eye contact with the other person, perhaps nod and maybe even say something! While seemingly polite, this does what? It 0http://naturalselling.blogspot.com/2009/07/july-9-2009-olivers-twist-on-selling.htmlnoreply@blogger.com (Michael Oliver)Thu, 09 Jul 2009 09:59:21 PDTtag:blogger.com,1999:blog-8094363.post-8713592167557727644When Your Lead Asks - What’s this all about?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 0http://naturalselling.blogspot.com/2009/07/july-2-2009-olivers-twist-on-selling.htmlnoreply@blogger.com (Michael Oliver)Thu, 02 Jul 2009 09:16:33 PDTtag:blogger.com,1999:blog-8094363.post-829374616910715770Address the Cause of the Fear, Not the Fear ItselfYou might have heard of the expression, “Face the fear and do it anyway.” It’s one of those conventional wisdoms or clichés that has never sat well with me.Maybe you use the expression with your downline or have had it used on you to address the fear about calling leads or talking with people.While the “facing the fear” approach can work (if you 0http://naturalselling.blogspot.com/2009/06/june-25-2009-olivers-twist-on-selling.htmlnoreply@blogger.com (Michael Oliver)Thu, 25 Jun 2009 09:54:12 PDTtag:blogger.com,1999:blog-8094363.post-2734341524344705859The Truth Is – You DO Have To Sell!OK... Let’s address a Network Marketing myth that can at best be described as a “misleading truth”.It’s the one where you are told “You don’t have to sell”. (There are 4 versions that I will come to later).This is of course nonsense. The moment you have the intention of talking about your business or products – you are selling! To think and to say otherwise 0http://naturalselling.blogspot.com/2009/06/june-18-2009-olivers-twist-on-selling.htmlnoreply@blogger.com (Michael Oliver)Thu, 18 Jun 2009 10:57:52 PDTtag:blogger.com,1999:blog-8094363.post-341704011607529053Is It Network MarketING – Or The Network MarketER?I got into one of “those” discussions about the so-called stigma that the world in general has about Network Marketing and the fact that distributors don’t like bringing it up without having to go through deep breathing, meditation or mental toughening skills training!Personally, I don’t happen to believe the world does feel that way about Network0http://naturalselling.blogspot.com/2009/06/june-11-2009-olivers-twist-on-selling.htmlnoreply@blogger.com (Michael Oliver)Thu, 11 Jun 2009 08:33:13 PDTtag:blogger.com,1999:blog-8094363.post-772745887812337431Reduce Your “No-One Is There” Call Back RateDo you sometimes find when you call back a potential partner or customer they have somehow mysteriously disappeared off the face of the earth? That bubbly enthusiastic person you connected with, who wanted to make a change and said they were serious, just somehow vanished into outer space?Well, people not getting back to you or not being there when you 0http://naturalselling.blogspot.com/2009/06/june-4-2009-olivers-twist-on-selling.htmlnoreply@blogger.com (Michael Oliver)Thu, 04 Jun 2009 06:40:37 PDTtag:blogger.com,1999:blog-8094363.post-624423561984744674010 Important Lessons From A PanhandlerWhile having a late afternoon cappuccino at an outside café on 3rd street in Santa Monica yesterday, I looked on in admiration as a panhandler approached people passing by.As he moved around the street approaching people with his hand out and palm upwards that revealed some quarters in it... he asked each one a simple question;Do you have a quarter so that I 1http://naturalselling.blogspot.com/2009/05/may-28-2009-olivers-twist-on-selling.htmlnoreply@blogger.com (Michael Oliver)Thu, 28 May 2009 11:07:24 PDTtag:blogger.com,1999:blog-8094363.post-5864967546597989355What’s Important, Is Not What It is... But What It Does!Do you tend to answer people’s questions about your products or service with company/industry words and technical mumbo jumbo... perhaps talking about features instead of advantages or benefits?The other day I visited a premium water retail store near where I live. (Who knew we would have water retails stores in the 21st century?).When I 0http://naturalselling.blogspot.com/2009/05/may-21-2009-olivers-twist-on-selling.htmlnoreply@blogger.com (Michael Oliver)Thu, 21 May 2009 09:28:54 PDTtag:blogger.com,1999:blog-8094363.post-5716098622673954417The $120,000 Ferrari LieI was speaking with a group about how to effectively respond to a potential partner who says he/she doesn’t have enough money using dialogue.One person asked me what I thought of the response he uses…“I tell them, I have a $120,000 dollar Ferrari downstairs. If you can find the money it’s yours”.I asked him to role play it with me where I was the “prospect”, as he liked to0