![]() ![]() ![]() These can all lead to a personal story that connects you with the individual. The person may hate their job, be struggling with something, be going through something, be financially strapped, etc. The story can be triggered by the individual through the questions you ask. Stories help us to connect with the individual. Many times this is through our own personal stories. When we present to a prospect, we have to make a connection with the individual. How do we show that we care about the other person?īy being present, asking questions and listening to what they say, when we are with them. By truly caring about the other person, you will demonstrate authenticity. Now what does that mean? Well it means being true to yourself and not being something or someone else. You have to be authentic in what you are doing. You need to touch their life by showing compassion and adding value. ![]() This is giving something to them that will be of worthwhile benefit or value, and presenting it in that way. That means you have to develop a relationship and understanding of the persons’ needs, issues and concerns, and offer value/solution to them. This means understanding how the business or products will help the prospect personally. Really, providing value is the key point. “ Shifting your focus from getting to giving is not only a nice way to live life and conduct business, but a very profitable way as well.” ~ Bob Burg & John David Mann, Authors of The Go-Giver As Burg and Mann said, ‘Selling is giving: giving time, attention, counsel, education, empathy and value.’ Therefore, they speak in a way that provides reasons from the business or product point of view. In the network marketing business, many people think that they have to ‘sell’ people to either use the products as a customer or join the business as a member or builder. Well number one, most people think of sales backward. So what are the main points that Burg and Mann emphasized in their books? It is then obvious that a Go-Getter will use a different approach or process than a Go-Giver. In a nutshell, Go-Getters are people who want to get something from others, while Go-Givers are ones who want to give something to others. That giving is more fulfilling and satisfying, and by giving you will be more successful in your business. In contrast, these books build on the concept that it is better to give than it is to get. In other words we are focused on getting something for ourselves. If you have not read them, I highly recommend that you do.Ī lot of us have trouble with selling, and it is because too often we are only focused on the outcome – the sell or the close. These terms are used more and more now ever since Bob Burg and John David Mann wrote the books “The Go-Giver” and “Go-Givers Sell More”. ![]()
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