When you are presenting your products, services or business opportunity to someone, wouldn't it be nice to know why they might give you a positive response?
For example, if you were the owner of a rock climbing wall, why would someone climb four stories high when they haven't done it before? Well, for me, it was the challenge to see what I could accomplish, the adventure and the benefit of success.
There are probably hundreds of reasons a person might say yes to your sales presentation, but consider these four reasons to include in your presentation:
1. Benefits. No matter how impressive your third party accolades are, or what nice packaging you have, or how you rank in the marketplace, they are thinking, "What's in it for me?" "How can this make a difference to my life?" Preface whatever you say, whether verbally or in your mind, with "and what this means for you, is....." Point out each benefit for them personally in a compelling way, ending with, "Would that be important for you?" Get enough yes responses, and you have a sale.
2. Solutions. You are a problem solver, so determine what a person really needs and wants, and whether they have something that is holding them back. Help them discover how what you have to offer solves the problem and offers a high return.
3. Stories. Facts tell and stories sell, so share how your products or opportunity have helped you and others. Don't embellish; just share the stories honestly with enthusiasm.
4. Love and Integrity. Underlying needs are what compel all of us to buy something. For instance, we buy love, security, wealth, happiness, better health and well being, self esteem, acceptance, success, freedom, friendship, status, self fulfillment. Above all, we want to feel good about what we buy and feel secure that our decision was based on integrity and honesty.
There are many more reasons why a person would say yes, but in general, when you concentrate on helping others benefit, you will generate a more positive response and relationship.
Strategic relationships in business are extremely important for stability and momentous growth. With the recent announcement that Dr. Mehmet Oz, author of six New York Times best selling books and host of popular international television and radio programs, is including Dr. Myron Wentz and Dave Wentz in a Health and Happiness Summit in New York, is very exciting.
Dr. Oz hosts the event, Saturday, February 25 at the Radio City Music Hall, in New York, for the first annual Health and Happiness Summit from 2 - 5:30 p.m.
An audience of 6,000 people will be treated to talks by Dr. Oz, Dr. Myron Wentz, PhD, and Dave Wentz, authors of The Healthy Home New York Times best selling book, Dr. Christiane Northrup, also a New York Times best selling author, plus a phenomenal list of other top experts addressing such issues as the sacredness of nutrition, major things holding you back, managing stress and how to transform your health.
This event will center on giving people the power to control their own lives. Dr. Oz will be publicizing the Festival on his broadcast programs, plus online. For tickets, go to: www.healthandhappinesssummit.com
Dr. Oz will also be a keynote speaker at USANA's International Convention at Salt Lake City, in August, 2012 to celebrate the company's 20th anniversary. We have passes for the International Convention, so if you plan to attend, call us immediately to reserve a pass.
Deanna and Dave Waters USANA Diamond Directors Make this your year to take control of your life. 1-204-237-8250 www.celebrate.usana.com
Stretch and Grow, or Status Quo. What does it cost when you stand
still in life or with your home based business? Who else loses out?
If your business is standing
still, this is the best time to spread your wings and venture into new
territory. You never know how far you can fly until you jump out of the
nest and soar.
When you
take responsibility as the leader of your own referral networking business, here are a few ways to
stretch and grow:
Take charge.
Write out
your passion, your goals, your strategy and what differentiates you from
others. Put that into defined action.
Push past
your fears. Turn fear
into fun, challenging yourself to make the calls, follow up, and help others
discover the benefits of what you have to offer. Reward yourself for
receiving a "yes" or a "no". A no can mean "not
now" or "I need to know more" and can turn into a yes later.
Bring value
to others. Learn to ask
probing questions, and then to bring added value. Go beyond what people
expect. Keep your promises.
Walk the
talk. Dress and
speak professionally. Be healthy and fit. Believe passionately in
your products and opportunity. Have fun. People like to run with
winners and with strong leaders.
Sell a
Vision. Inspire
others to think beyond today and to believe they can achieve their
dreams. What do they want today, five and twenty years from now for their
lives and their finances? Will they be able to take their grandchildren
to Disneyworld? Do they want to escape the corporate environment and work
in their jeans from home, free to help their family and friends when needed? When you take responsibility to
be a leader, you will change hundreds and thousands of lives for the
better. You'll encourage others to be leaders too, and together, you'll
change the world, one person at a time.
Leadership
is the Road to Realized Dreams. Stretch and Grow Every Day!
During a recent business association board meeting, a few members expressed their concern over people who attend the functions in order to "pounce". We all laughed and discussed whether we are pouncers or bridge builders. Which one are you?
Pouncers would be described as people who promote their own business, products and services, without prior building of relationships or concern about the other person. They might play a bait and switch, suggesting that the parties meet to learn about one another's businesses, but the conversation would soon turn to recruiting for their own gain. Then, without asking permission, they would follow up constantly with e-mails and phone calls.
Wise business people and entrepreneurs build relationships first. How do you do that?
1. Ask questions with genuine interest, as you would with a friend. See if you have common ground. Relax and enjoy the conversation. Where do they work and what do they enjoy most about it? What is their business and how is it going? Where do they live? Do they have a family? What do they like to do when they aren't working? Do they travel? Do they enjoy sports or fitness activities?
2. Listen. Ask more questions. Make it all about them. Don't interject about yourself or your business, unless they ask. You are building a relationship or friendship without strings.
3. When you are given an opportunity to explain a little about yourself and your business, be brief, be honest and thank them for asking. Don't pounce! Bring the conversation back to them.
4. When they show an interest in your business, suggest getting together soon to discuss it in more detail. Ask permission to send them specific information according to their interests. Can you provide samples of some of the products or invite them to upcoming events? Think of yourself as being in the service industry. Your job is to help where you can.
5. If someone has contacted you in response to an ad or from visiting your website or blog, ask what attracted them and what interests them most. You could also include some of the same questions you'd ask someone face to face. Don't pounce. Build a relationship based on mutual respect.
Can you think of a time when you have pounced? How could you change your approach?
