Will Adams - Online » telling and selling

Commission Or Omission – Part Three

Will — Fri, 18 Dec 2009 06:49:05 +0000

John Meatte has this right, doesn’t he? Hope you have learned from and enjoyed his article. Thanks John, for giving me permission to use it.

* * *

Dear friends,

Here’s the third and final installment of my rant. I hope you found something in it that you’ll use to take your business to the next level.

I may have stepped on some toes. But those toes needed to be stepped on in my humble opinion. The old sell & tell way is not the way that we should communicate with people now. The old way is what has perpetuated a negative perception of our industry for a long time.

Network Marketing is growing in spite of, really because of, the world’s current economic situation. Our Industry is positioned to become mainstream due to the fact that compensation for ALL JOBS is becoming more and more PERFORMANCE based. Performance has always been rewarded in our industry. The way I see it, we’re all ahead of the curve.

Give people the respect they deserve, be there for them when they are ready, and simply give of yourself, with no expectation of return. That’s the right way to treat people and the right way to become successful in your own right.

Here’s Part Three, the rest of my rant…

So now just who do you think you are talking to? Is it your hot, warm, or cold market?

Where in the world are you? Are you on the phone, face to face, on the Internet, at the super market, or just out walking around?

Do you communicate with everybody in a Comfortable, Conversational, and Connecting (C3) way? C3, practiced in any of these environments gets results!

When addressing potential business partners, do you project confidence and respect? Do you provide value and prove many benefits all centered on their needs and wants?

Give, and ask for nothing in return. Utilize this simple fundamental of a universal language. It is nothing more than the Golden Rule. You know the one that so many have forgotten in today’s hectic turmoil.

C3 works equally well with families, friends, co-workers, adolescents, teenagers, or your Mom. C3 works with your prospects and with continued use, will open previously closed doors in all aspects of your life and relationships.

What sets you apart from all the the script-zombies? Use Comfortable, Conversational Connecting when working your business and feel the difference respect and real value makes with real people. Experience the results you have been missing and dreaming about for so long. Use C3 Everyday.

Did you know this?

1. Did you know that many times the “Poster Kids” for companies

have NO history in network marketing? Many times they have

a pretty face or an ability to speak fantastically well – BUT they

got to be the “Poster Child” because of who they knew. They had

an uncle, brother, sister, mother, father, etc. on the “Inside” that

allowed them to be the “face” of a company.

2. Companies KNOW that most of the training they provide to

their reps IS NOT effective – statistically. They know their numbers

down to a science. They have to. They understand all too well that

on average a new associate may ‘stay on the books’ for 90 days and

will bring in 2.5 new distributors, on average, before they cancel their

monthly auto ship.

They have to teach BASIC and VERY simple techniques primarily

because what they teach is being used by the MASSES. Everyone

who comes into the ‘system’ is taught making a list of their hot and

warm market, handing out fliers, running newspaper ads, etc.

Rarely do you find companies that create marketing material based

upon the specific skill set of the distributor – that would be too

expensive and not realistic for most companies to do.

3. Most larger companies make 25-50% of their overall annual

revenues from the sale of marketing materials (fliers, brochures,

audios, etc). Companies are SMART – they recognize how

valuable their database is. They understand that if the average rep

only stays ‘on the books’ for 90 days they have about 3 months to

offer them everything they can (marketing materials, event sales

tickets, clothing/apparel, etc.).

Companies know the game and they play it well – I DON’T fault them

for any of this either. They run a business. Businesses are about

profits and balance sheets. They recognize that it’s a lot easier to

sell products (of any type) to their CURRENT PAYING clients than it

is to go out and find new business.

It’s the responsibility of you and I to go out there and drum up new

business. The objective is for us to add new associates quicker

than they go out the back door. This is known as attrition.

The very successful associate connects with his team, giving to

and helping them become successful associates too. There is a lot

of personal satisfaction to be had by helping others achieve their goals.

Learn as much about this industry as you possibly can. It’s a GREAT

industry – SECOND to none, but at the end of the day, it IS a business,

not a hobby. Any business still has to realize a profit, or else…

If you’re looking to level the playing field, become proficient in having

a comfortable conversation and connecting with your prospects.

This is why we give our mentoring specifically to you. And why it is

so rewarding for us. We appreciate you.

John

________________________________________________________________

Success is to be measured not so much by the position that one has reached in life as by the obstacles which he has overcome while trying to succeed.” –Booker T. Washington

Achievement

By Robert Louis Stevenson

That man is a success who has lived well,

Laughed often and loved much;

Who has gained the respect of intelligent men and the love of children;

Who has filled his nice and accomplished his task;

Who leaves the world better than he found it,

Whether by an improved poppy, a perfect poem or a rescued soul,

Who never lacked appreciation of earth’s beauty or failed to express it;

Who looked for he best in others and gave the best he had.

John Meatte has this right, doesn’t he? Hope you have learned from and enjoyed his article. Thanks John, for giving me permission to use it.

* * *

Dear friends,

Here’s the third and final installment of my rant. I hope you found something in it that you’ll use to take your business to the next level.

Here’s Part Three, the rest of my rant…

So now just who do you think you are talking to? Is it your hot, warm, or cold market?

Where in the world are you? Are you on the phone, face to face, on the Internet, at the super market, or just out walking around?

Do you communicate with everybody in a Comfortable, Conversational, and Connecting (C3) way? C3, practiced in any of these environments gets results!

When addressing potential business partners, do you project confidence and respect? Do you provide value and prove many benefits all centered on their needs and wants?

Did you know this?

1. Did you know that many times the “Poster Kids” for companies have NO history in network marketing? Many times they have a pretty face or an ability to speak fantastically well – BUT they got to be the “Poster Child” because of who they knew. They had an uncle, brother, sister, mother, father, etc. on the “Inside” that allowed them to be the “face” of a company.

2. Companies KNOW that most of the training they provide to their reps IS NOT effective – statistically. They know their numbers down to a science. They have to. They understand all too well that on average a new associate may ‘stay on the books’ for 90 days and will bring in 2.5 new distributors, on average, before they cancel their monthly auto ship.

They have to teach BASIC and VERY simple techniques primarily because what they teach is being used by the MASSES. Everyone who comes into the ‘system’ is taught making a list of their hot and warm market, handing out fliers, running newspaper ads, etc.

Rarely do you find companies that create marketing material based upon the specific skill set of the distributor – that would be too expensive and not realistic for most companies to do.

3. Most larger companies make 25-50% of their overall annual revenues from the sale of marketing materials (fliers, brochures, audios, etc). Companies are SMART – they recognize how valuable their database is. They understand that if the average rep only stays ‘on the books’ for 90 days they have about 3 months to offer them everything they can (marketing materials, event sales tickets, clothing/apparel, etc.).

Companies know the game and they play it well – I DON’T fault them for any of this either. They run a business. Businesses are about profits and balance sheets. They recognize that it’s a lot easier to sell products (of any type) to their CURRENT PAYING clients than it is to go out and find new business.

It’s the responsibility of you and I to go out there and drum up new business. The objective is for us to add new associates quicker than they go out the back door.

The very successful associate connects with his team, giving to and helping them become successful associates too. There is a lot of personal satisfaction to be had by helping others achieve their goals.

Learn as much about this industry as you possibly can. It’s a GREAT industry – SECOND to none, but at the end of the day, it IS a business,not a hobby. Any business still has to realize a profit, or else…

If you’re looking to level the playing field, become proficient in having a comfortable conversation and connecting with your prospects. This is why we give our mentoring specifically to you. And why it is so rewarding for us.

We appreciate you.

John

________________________________________________________________

Success is to be measured not so much by the position that one has reached in life as by the obstacles which he has overcome while trying to succeed.” –Booker T. Washington

Achievement by Robert Louis Stevenson

That man is a success who has lived well,

Laughed often and loved much;

Who has gained the respect of intelligent men and the love of children;

Who has filled his nice and accomplished his task;

Who leaves the world better than he found it,

Whether by an improved poppy, a perfect poem or a rescued soul,

Who never lacked appreciation of earth’s beauty or failed to express it;

Who looked for he best in others and gave the best he had.

Commission or Omission: Either Way, It’s A Lie-Part Two

Will — Wed, 16 Dec 2009 06:32:06 +0000

Here’s part two of John Meatte’s article. Part Three will arrive in a few days.

* * *

Let’s pick up where we left off last time.

Personally, I believe it would be a better market place if we forgot how to sell and started placing our prospects interests first. Find out more about what they want and need.

Show them by example how comfortable they can be operating a home business. Be honest with them about the ups and downs of a business. Be sure to summarize their issues, then address them all to eliminate any unrealistic expectations.

Let’s explore some solutions!

Accept the fact that most internet companies have a “one size fits all” marketing approach that probably doesn’t fit you.

Cloning what those at the top say is rarely what will take YOU to the top. People are experts at detecting if you are not being yourself. So be yourself.

You must establish value, worth, and personal integrity in the eyes of your prospects. Expecting your company’s tapes, videos, and testimonials to replace one on one connecting is only fooling yourself.

Recognize the potential in every prospect thru conversational connecting. Every prospect has different issues facing them. Learning how to provide insight that fits each prospect is the secret key to success for you both.

Avoid using any excuse to jump to your opportunity prematurely. Pontificating about your success doesn’t mean ‘diddley squat’ to your potential partner. They are ONLY interested in their needs, wants, and their own reasons why. It’s decision time about who they can actually trust and depend on. They really want to believe YOU have the skill to teach them and guide them through the process of making their wildest dreams come true. It’s your responsibility to BE that person.

More and more marketers have rediscovered the advantage of utilizing the “benefits” of the product or service to establish value and to connect with the prospect. In this climate of hard economic times, the benefits must have value and worth to the prospect first. When the prospect acknowledges they understand the ‘what’s in it for me’, only then are you ready to move on. Summarize what was important to them, and then proceed to ask for permission to move to the opportunity. Utilizing a conversation to understand what makes this individual “tick” by responding with what is important to them.

Help your prospect understand fully what is expected of them. Be realistic by helping them not to expect a “free ATM card”. They get their best chance to achieve success by working with you. Be sure they understand that the only place money comes before work is in the dictionary. Work at ‘raising the bar’ for them by setting an inspiring example that they can follow. Always interact with your partner by exhibiting a ‘how to’, instead of a ‘tell to’ attitude. Keep saying ‘Let’s do this’ until they are ready and want to work on their own. Recall when you were new, did your sponsor say something like ‘Go get ‘em Tiger’? Were you were left alone to fend for yourself, or did you have a mentor who showed you the ropes? How did they make YOU feel?

While it is normal to want success for someone more than they want it for themselves, we know the mechanics of success is built into our business. They do not. Our industry is known for giving people whatever time it takes to move from the mindset of an employee to that of a entrepreneur. One important process for you is to sort out those serious, hard working souls who deserve your time and have the discipline, commitment to work a business. You need people who are coachable, trainable, accountable, and responsible to their business. You will see them working it like a business, not a hobby. They will embrace change to achieve personal success.

Focus on giving without the expectation of anything in return. Give them access to information, and you will open the door to trust and acceptance. The prospect will begin to think of you as their business partner…someone who can help them get what they want from their business and their life.

If you will master giving to your prospect, you begin the process of transition to what your up line wants because you have established solid confidence and trust with your prospect. The relationship becomes mutually beneficial because both of you see each other as having high value and worth for each other. The ‘one size fits all approach’ from your up line won’t flop because your prospect has connected with you. It is the road map to success for you both.

Let’s pause here.

John Meatte

Commission or Omission: Either Way, It’s A Lie

Will — Tue, 15 Dec 2009 05:37:06 +0000

Today we have a guest poster. John Meatte is a nationally recognized trainer of network marketers as well as other sales professionals. He built a large downline in his primary opportunity in four years. John did it completely from his home using only his telephone and email.

His Tuesday Night Live training calls are often copied, but never duplicated. He has the ability to teach getting right to the heart of the matter and does so with his One-On-One Mentoring Program. Tuesday Night Live calls will begin again in January. I’ll let you know dates and times in a few days.

I’ve been privileged to get to know John well while working together on a new project. He has given me his permission to share this article with you. There is a lot of food for thought here. This is the first of three parts. And now, Commission or Omission by John Meatte

* * *

In our industry, MLM & Network Marketing, lies of commission (outright lies), take a back seat to lies of omission (not telling the whole story thereby providing a false impression).

Forty years ago, when I was a green trainee after graduation, my mentor used to say; “There you go again John with your perception, when it’s the facts that counts.” And that was 43 years ago. What about today?

Traditional marketing for the last 50 years has thrived on the “PERCEPTION” versus the “FACTS”, and for the most part as consumers, we subscribed to these half truths and perceptions. That is until the worst recession of the last 100 years hit us in 2008. Consumers are finally recognizing we are living in extraordinary times and are living through a defining moment of history that will have lasting effects for years to come.

Just like the half truth’s and lies we were subjected to with traditional marketing, the lie of omission in Network Marketing that offends your prospects the most is the “We don’t sell” spiel some marketers use.

The facts have been conveniently left out. The facts of why you don’t need to sell in the traditional sense, what the alternative is, and how effectively to apply the alternative. We gain from raising our level of professionalism. The price of achieving our goals is brains, hard work, honesty, patience, personal growth, and the ability to change whenever it is needed.

Selling is a fact of life.

Is your Doctor trying to convince you to take better care of yourself?

Is your Minister trying to save your soul?

Have you ever wanted to ask someone you are attracted to out on a date?

If so, and in hundreds of other ways, you are selling every day. You get the idea. We all sell on one level or another…all the time. Here’s the rub for me…

Implying working a business is not selling is ludicrous. The minute you begin working a business opportunity; face it…you’re selling or you’re failing; thinking anything less is the lie of omission I’m referring to.

When someone fails to inform their new team members/business partners about the alternatives of how to avoid being a traditional sell and tell salesman, and how to apply these alternatives to benefit everyone concerned, they begin to resent that person and they start to hate the business.

They lose confidence in themselves because of them.

Eventually they quit with any excuse because they didn’t feel comfortable enough to work the business…because of them.

They may have stolen their new associate’s dream! Bad Dog!!!

The new associate/distributor is never taught to find and work in their comfort zone because their up line tries to teach them to work in a uncomfortable manner. They feel like a square peg in a round hole.

This single reason alone is by far the most significant and common reason for new business failures. Here comes the truth…

People will do what is comfortable and not do what is uncomfortable for them. Period!

How many times have you heard a prospect say; “Don’t tell me this is selling”?

Right here is a fork in the road. This is the moment to make the facts crystal clear. Do not allow a misguided perception for a minute. If you are unclear, the prospect will end up assuming you’re lower than pond scum in thirty days and will abandon you and our industry.

This is the single and most recognizable cause of network marketing’s bad image.

Now, if you’re going to say to your prospect; “We don’t sell.”; you better damn well be able to make your prospect comfortable with what you do differently. If your selling is old school, in your face telling and selling, your goose is cooked. You’re finished before you start.

No matter what you say it is not, you might as well as give it up. You’ll have to convince them instead of letting them convince themselves.

Because if it looks like a duck, quacks like a duck, and walks like a duck, it is a duck.

So how does one change the “perception” of selling to a comfortable,conversational, connecting process?

Here is the crux of the issue. There is a better way, an honest, more comfortable way, with a more respectful approach for the prospect.

This is it. The simplest way to address the issue is to stop telling and selling. Ask better questions and better follow up questions in a conversational format. It isn’t an interrogation. It’s no longer about me, myself and I. It’s all about them! It’s all about the benefits you can provide to your prospects real needs.

Give and ask for nothing in return… give your prospect 50% plus of the podium and learn to listen in lieu of throwing up all over your prospects.

Personally speaking, it would be a better market place if we forgot how to sell and learned to serve.

Start by placing our prospects first, finding out about what they need and how they can be comfortable working in their own business and avoiding unrealistic expectations.

We accept the status quo by being afraid to change. We need to keep pressing on until we learn how to deal successfully with today’s issues by using what works today.

Believe completely in your mission. Investigate the options for your business. Discover what works today and apply what you learn to reach the success you desire and deserve.

Next time, let’s explore some solutions!

______________________________________________________________________

“Our destiny in our journey to success is not determined by forces beyond our control. Our success has always been the sum total of the choices made and the actions taken by each Marketer. It has always been up to us.” – John Meatte