I was waiting for a friend outside the meeting room where a networking function was being held. At the entrance there was an audio video equipment display booth.
A salesman from the booth approached and asked inquisitively, “Do you ever give presentations or seminars?”
“Yes,” I replied, “Though I mostly facilitate workshops.”
“Do you ever use audio video in your presentations?”
“I’ve attempted to,” I responded, warming up to the questioning process.
“Then you’d be interested in this equipment,” he said, and spent the next 3 minutes presenting and detailing the facts and features of his equipment, what it could do, how it was superior to anything else, and so on.
Ouch! My brain caved in after 30 seconds! Why? Because while he smoothly presented and explained in a broad way what the equipment could do… what he didn’t do is present what it could do for me!
He couldn’t… because he was spending all his time talking and not asking things like…
- When you said “attempted to” – can I ask what you mean by that?
- Do you think using audio video it might improve your effectiveness to communicate with your audience?
- How would that help you?
- Do you have time to tell me more about what you do and what you’re wanting to achieve with your audience?
- Tell me more about that?
Buyers know, and have the answers to what they want and don’t want. They might not know what questions to ask themselves to find out… and then that’s where you step in… asking them the questions they would ask if they knew what to ask!
If you want to listen to the how this is done and why it’s the key to successful enrolling, consider getting the audio version of my best selling book “How To Sell Network Marketing Without Fear, Anxiety Or Losing Your Friends!” Click here for details….
It’s our job as distributors and direct salespeople to…
- Know our products or services
- Understand that different buyers will purchase the same product for entirely different reasons
- Learn how to find out what those reasons are
When we serve the product, we present based on the reasons why we think they should buy it. When we serve the buyer, we present based on the reasons why they think they should buy it.
So what or who are you serving from now on – your products or your potential buyers?
About the Author
Michael Oliver is an internationally recognized trainer, speaker and author and the founder of Natural Selling, the only sales training program designed to really eliminate rejection and objections. Visit his blog and signup free to get blog updates by email, along with the latest news, free advice, additional resources, and a lot more! Go now to http://www.michaeloliver.com. While you’re at it, check out http://www.naturalselling.com.