“Playing expert” in the team work of MLM is very important for business development. Before every home meeting, send your downline a script of your achievement including any blog, website you have to build your credibility. The purpose of doing this is to help your downline develop his/her business, not to feed your own ego.
Once your downline has presented you as an expert in your industry and your success story, you will get the attention when you do the presentation. Otherwise, people will not take home meeting seriously. So it makes huge difference if you can have your downline do some preparation work before the meeting.
During the presentation, you are the expert. Communicate with your downline before hand not to interrupt you, add suggestion unless asked otherwise so that your credibility will not be ruined. When you let your downline take over the meeting, then it’s your turn to be silence so that his/her credibility has a chance to be built.
Many MLM or networking business owners don’t recognize the importance of playing expert as team work and it actually hinder their business development.
So next time before the home meeting, make sure you have communicated with your downline about the plan of playing expert so that you both will benefit from it.
Tuesday, April 14, 2009
DISC Personality Traits and Their Buying Habits
Understanding your prospects makes major difference in building your business. People buy "stuff" worth countless money a year. But why should they buy from you?
Personality Traits Influence Buying Habit
If we understand people better, we can understand why they buy, when they buy, who they buy from and what they like to buy. Psychologist Dr. William Moulton's (http://www.discprofile.com)work with personality/behavioral types led to the DISC behavior profiling system, which can "predict" how a specific behavioral type reacts to different selling and social situations as well as interpersonal relationship.
D (Dominant) type
They are direct, driver, demanding, determined, decisive, doer. They are risk-taker, self-starter, task-oriented, always on the go. They like to win, be right, need the control, and are quick in making buying decision. Tell rather than ask. Focus on own goals rather than people.
They buy because they have to have it. They buy on the spot even before you finish your presentation. They buy from people who give a great first impression. They buy whatever they spontaneously want and don't want to wait.
I (Influential) type
They are inspiring, impressive, interacting, interesting. They are popular, like fun, being the center of attention, gain energy when surrounded by people, fond of influencing others' decision and are afraid of being rejected or excluded by people. Poor time managers. Focus on people rather than task. Attracted by new things and future.
They buy or join an organization because the product is new and cool to have and/or they simply want to be included in a group. They buy spontaneously when it's easy and when they have money. They buy from people who are fun to be with, who aren't negative and full of energy. They don't care for details, so just make the buying process fun, easy and spontaneous.
S (Steady) type
They are submissive, stable, supportive, shy, status quo. They are patient, relational, harmonious, loyal and slow-paced. They don't like confrontation and being pushed around. They ask "how" and "when" rather than tell.
They buy because it is a necessity or offers functionality. They buy after a lot of thinking and ensuring it is right for them. Therefore, allow them more time in decision making process. Being pushy will scare them away.
Trust is the key for them. They buy from people they trust and people who do not push them.
C (Conscientious) type
They are cautious, compliant, correct, calculating, concerned, and careful. They are logical, fact-based, organized, critical thinker, detailed oriented, push toward to excellence. They like to ask "why" and "how".
They buy or join because it is the right choice, a correct and practical selection. They buy after researching all the alternatives to ensure their selection. They buy from people with integrity, authority and deliver results. They buy practical, above-average quality items, things that make sense by adding value to their lives.
Knowing Personality Traits Also Works For Other Relationship
Understand your prospects may also apply to any interpersonal relationship in workplace, community, or at home. Understand your own personality trait and of your spouse and children will enhance the effectiveness of your communication with people, thus avoid unnecessary confrontation.
To sum up:
With Dominant people
1. Build respect to avoid conflict
2. Focus on facts and ideas rather than the people
3. Have evidence to support your argument
4. Be quick, focused, and to the point
5. Ask what, not how
6. Talk about how problems will hinder accomplishments
7. Show them how they can succeed
With Influential people
1. Be social and friendly with them, building the relationship
2. Listen to them talk about their ideas
3. Help them find ways to translate the talk into useful action
4. Don't spend much time on the details
5. Motivate them to follow through to complete tasks
6. Recognize their accomplishments
With Steady people
1. Be genuinely interest in them as a person
2. Create a human working environment for them
3. Give them time to adjust to change
4. Clearly define goals for them and provide ongoing support/training
5. Recognize and appreciate their achievements
6. Avoid hurry and pressure
7. Present new ideas carefully
With Conscientious people
1. Warn them in time and generally avoid surprises
2. Be prepared. Don't ad-lib with them if you can
3. Be logical, accurate and use clear date
4. Show how things fit into the bigger picture
5. Be specific in disagreement and focus on the facts
6. Be patient, persistent and diplomatic
Once you have the knowledge of personality traits, it facilitates the effectiveness of communication; conflicts will be avoided to a great deal. It works wonder in both business and interpersonal relationship.
Monday, April 13, 2009
Overcoming Objections
The average salesperson is unable to listen to what the prospect is really saying and then respond effectively. On the other hand, great salesperson can turn a “no” into a “yes” on a consistent basis because they welcome and anticipate objections. They know that a “no” is a natural part of the sales process.
So when come across objection, follow the steps:
1. Hear the objection
2. Acknowledge your prospect
3. Then ask a question
4. Keep asking questions until the objection is over
Make an extensive list of all the possible objections that relate to your product/business opportunity. Role-play with someone over and over again with the above 4 steps until you can respond quickly and correctly no matter what you’re thinking or feeling.
So when come across objection, follow the steps:
1. Hear the objection
2. Acknowledge your prospect
3. Then ask a question
4. Keep asking questions until the objection is over
Make an extensive list of all the possible objections that relate to your product/business opportunity. Role-play with someone over and over again with the above 4 steps until you can respond quickly and correctly no matter what you’re thinking or feeling.
Learn To Read The Buying Signal
Marketing is different from sales
The goal of marketing is to raise awareness, brand name, curiosity and impression of your product/service/opportunities. The goal of sales is to turn a buyer’s vagueness into clear solutions. The master of sales never forgets that the buyer is looking for the best solution, delivered in an effective and pleasure manner.
Buyer’s Perspective
Buyers are multifaceted, and when they shop, they weigh the many pros and cons of a potential purchase. Some of these they will share with the seller, while many other thoughts they will keep to themselves. Learning and adapting to the issues and whims of the buyer while moving the sale forward to a conclusion is the responsibility of the sales professional. Therefore understand your prospect’s personality traits will help a great deal.
Internationally-known speaker and sales trainer Dani Johnson modifies DISC system to one called GEMS. A self-made millionaire at the age 23, Dani has certainly proven that she understands people’s buying motives.
Here is a brief peek at each GEMS in Dani Johnson’s system:
1. Rubies are risk takers, go-getters, and like challenges. They like to win, be right, and are fast paced. They need control, authority, and thrive on commission. Their bottom-line approach helps them make quick buying decisions.
2. Sapphires are stimulating, enthusiastic, and on-the-go people. They like fun, being the center of attention, and receiving tons of recognition. Enjoying people, influencing other’s decisions, and being popular is their style. Skip the details with them, just make the buying process easy, fun, and spontaneous.
3. Pearls are patient, relational, and incredibly harmonious. The quality time they spend with others is seen as supportive. Their relationships are longstanding and oriented to helping the team. Don’t push them from their low-key approach, or your sales style will overwhelm and scare them away.
4. Emeralds are effective, thorough, and detail-oriented. Their behavior of following rules, collecting data, and completing tasks pushes them toward excellence. These are the detail people who need to carefully conduct their research before making a buying decision.
All prospects like to be communicated with in a manner that is most familiar to them, understand your prospect’s personality trait help the seller customize a sales approach for each unique individual.
Reading The Signal
The seller’s job is to recognize and interpret the prospect’s signal and move on to the next phase at the right moment. If a seller does not recognize the prospect’s readiness to move on to the next phase, he/she might continue negotiating when the prospect is ready to close.
Common buying signals are: positive attitude, tone, questions, recognizing the product’s value, or transitional language from resistance to acceptance. A prospect might mask his/her indecisiveness about buying with a stated objection such as, “The price is too high” or “I need more time to think about it”. Seasoned veterans know that even a strong objection might be a buyer’s coded signal for specific information necessary to overcome a final concern before announcing their buy decision.
The goal of marketing is to raise awareness, brand name, curiosity and impression of your product/service/opportunities. The goal of sales is to turn a buyer’s vagueness into clear solutions. The master of sales never forgets that the buyer is looking for the best solution, delivered in an effective and pleasure manner.
Buyer’s Perspective
Buyers are multifaceted, and when they shop, they weigh the many pros and cons of a potential purchase. Some of these they will share with the seller, while many other thoughts they will keep to themselves. Learning and adapting to the issues and whims of the buyer while moving the sale forward to a conclusion is the responsibility of the sales professional. Therefore understand your prospect’s personality traits will help a great deal.
Internationally-known speaker and sales trainer Dani Johnson modifies DISC system to one called GEMS. A self-made millionaire at the age 23, Dani has certainly proven that she understands people’s buying motives.
Here is a brief peek at each GEMS in Dani Johnson’s system:
1. Rubies are risk takers, go-getters, and like challenges. They like to win, be right, and are fast paced. They need control, authority, and thrive on commission. Their bottom-line approach helps them make quick buying decisions.
2. Sapphires are stimulating, enthusiastic, and on-the-go people. They like fun, being the center of attention, and receiving tons of recognition. Enjoying people, influencing other’s decisions, and being popular is their style. Skip the details with them, just make the buying process easy, fun, and spontaneous.
3. Pearls are patient, relational, and incredibly harmonious. The quality time they spend with others is seen as supportive. Their relationships are longstanding and oriented to helping the team. Don’t push them from their low-key approach, or your sales style will overwhelm and scare them away.
4. Emeralds are effective, thorough, and detail-oriented. Their behavior of following rules, collecting data, and completing tasks pushes them toward excellence. These are the detail people who need to carefully conduct their research before making a buying decision.
All prospects like to be communicated with in a manner that is most familiar to them, understand your prospect’s personality trait help the seller customize a sales approach for each unique individual.
Reading The Signal
The seller’s job is to recognize and interpret the prospect’s signal and move on to the next phase at the right moment. If a seller does not recognize the prospect’s readiness to move on to the next phase, he/she might continue negotiating when the prospect is ready to close.
Common buying signals are: positive attitude, tone, questions, recognizing the product’s value, or transitional language from resistance to acceptance. A prospect might mask his/her indecisiveness about buying with a stated objection such as, “The price is too high” or “I need more time to think about it”. Seasoned veterans know that even a strong objection might be a buyer’s coded signal for specific information necessary to overcome a final concern before announcing their buy decision.
Do Ya Wanna Buy?
Prospects Need Your Help To Make Decision
Asking the prospects to purchase your product/business opportunity is the ultimate question in your sales conversation. To successfully close a deal, you have to invite the prospect to buy several times during the sales process. Other than low ticket retail purchases, prospects tend to avoid saying “OK, I will buy it” on their own initiative. They have to be coaxed to make this commitment.
Closing a sales process is a simple process. All that is required is to learn a few closing questions and then practice them until you are a master closer. The key communication principle is to allow the prospect option within the interaction.
Simple Closing Questions
A simple sequence of three closing scripts is useful to close a sale for most product, services or business opportunities.
1. Do you feel this product would be of benefit or be enjoy by people?
The response will be some form of yes, no or maybe.
A “yes” means the prospect sees the merits of people owning the product and is likely to be considering the idea of owing it. This signals to the seller that it is OK to move forward.
A “maybe” means the prospect is thinking about issues or features of the product that may not fit his/her immediate need/profile. The seller must discover if the prospect does not understand some aspect of the product or service, and then answer these questions or objections with the proper information before moving forward.
A “no” means that the prospect does not like the product and sees no personal application. The way to move forward is to thank the prospect and ask for referral who might be interested in your product; you may also try to refer the prospect to other vendor who might better meet his/her needs, thereby doing a friendly deed that will come back to you. What goes around comes around.
2. Do you think that this product would be beneficial to your life?
With this question, you are getting a little more familiar with your prospect, and are seeking to build on his/her general interest and turn it onto his/her commitment.
If you get a “yes”, then the prospect feels the product will not only benefit people in general, but will also directly benefit his/her life. Then you should go to the closing question directly.
If you receive a “maybe” response, you need to help the prospect overcome any final reasons for concern.
If the response is “no”, invite him/her to stay on your email list so that he/she may be keep informed of your offer.
3. Would you like to fill out the paper work so that you can begin using the product?
Using these three semi-open –ended closing questions will allow you to direct the conversation toward a conclusion to your business. As a seller, you remain in control of the professional task of selling, while respecting the prospect’s time and integrity.
Asking the prospects to purchase your product/business opportunity is the ultimate question in your sales conversation. To successfully close a deal, you have to invite the prospect to buy several times during the sales process. Other than low ticket retail purchases, prospects tend to avoid saying “OK, I will buy it” on their own initiative. They have to be coaxed to make this commitment.
Closing a sales process is a simple process. All that is required is to learn a few closing questions and then practice them until you are a master closer. The key communication principle is to allow the prospect option within the interaction.
Simple Closing Questions
A simple sequence of three closing scripts is useful to close a sale for most product, services or business opportunities.
1. Do you feel this product would be of benefit or be enjoy by people?
The response will be some form of yes, no or maybe.
A “yes” means the prospect sees the merits of people owning the product and is likely to be considering the idea of owing it. This signals to the seller that it is OK to move forward.
A “maybe” means the prospect is thinking about issues or features of the product that may not fit his/her immediate need/profile. The seller must discover if the prospect does not understand some aspect of the product or service, and then answer these questions or objections with the proper information before moving forward.
A “no” means that the prospect does not like the product and sees no personal application. The way to move forward is to thank the prospect and ask for referral who might be interested in your product; you may also try to refer the prospect to other vendor who might better meet his/her needs, thereby doing a friendly deed that will come back to you. What goes around comes around.
2. Do you think that this product would be beneficial to your life?
With this question, you are getting a little more familiar with your prospect, and are seeking to build on his/her general interest and turn it onto his/her commitment.
If you get a “yes”, then the prospect feels the product will not only benefit people in general, but will also directly benefit his/her life. Then you should go to the closing question directly.
If you receive a “maybe” response, you need to help the prospect overcome any final reasons for concern.
If the response is “no”, invite him/her to stay on your email list so that he/she may be keep informed of your offer.
3. Would you like to fill out the paper work so that you can begin using the product?
Using these three semi-open –ended closing questions will allow you to direct the conversation toward a conclusion to your business. As a seller, you remain in control of the professional task of selling, while respecting the prospect’s time and integrity.
Getting Clients In New Way
Traditional Model
1. Focus on transaction
2. Write on business card
3. Shallow, rapid
4. Depend on high volume
5. Cold calls
6. Impatient, a sense of urgency
7. Instant gratification
8. Casual connections networking
9. Attend lots of events
10. Work hard to build business
New Model
1. Focus on relationship
2. Look for common denominators
3. Deeper, slower, longer time to know clients
4. Cross-sell into more diverse services (multiple streams of income)
5. Referrals and attraction marketing by position yourself as expert
6. Share your personal story to make connection with others
7. Long term development
8. Closed connections networking
9. Discriminating choice of events
10. Work smart to build business
Through the use of new model, clients appear almost as if by magic. They are eager to find out your solution and advise because they know that you don’t just care for yourself.
1. Focus on transaction
2. Write on business card
3. Shallow, rapid
4. Depend on high volume
5. Cold calls
6. Impatient, a sense of urgency
7. Instant gratification
8. Casual connections networking
9. Attend lots of events
10. Work hard to build business
New Model
1. Focus on relationship
2. Look for common denominators
3. Deeper, slower, longer time to know clients
4. Cross-sell into more diverse services (multiple streams of income)
5. Referrals and attraction marketing by position yourself as expert
6. Share your personal story to make connection with others
7. Long term development
8. Closed connections networking
9. Discriminating choice of events
10. Work smart to build business
Through the use of new model, clients appear almost as if by magic. They are eager to find out your solution and advise because they know that you don’t just care for yourself.
Million Dollar Sales Goal
Invest In Yourself
Learn from successful people is very important. Successful sales know the importance of investing in themselves. They attend business training on a regular basis, study topics and strategies pertinent to their industries, learn from other professionals in other industries so they can re-craft their techniques for their own benefit.
Build A Social Capital
Make friends with people you do business and do business with your friends. Don’t be shy, but be confident about the solution and value that you can offer to your prospects or friends to solve their problems or enhance the quality of their lives.
Communicate Proactively
Be a proactive communicator. Do not wait for an client to call in with a problem, but to anticipate client needs and questions through a proactive approach to communications. Employs all manner of communication techniques, including face time, voice time, email and automation communication.
Help Enough People
Sales is a “helping” business. A good sales person loves helping people solve problems. If you love to help people, you’ll have a rewarding and proactive sales career. If you don’t, chances are you won’t last long. Help enough people get what they want in life, and you’ll get everything you want.
Learn from successful people is very important. Successful sales know the importance of investing in themselves. They attend business training on a regular basis, study topics and strategies pertinent to their industries, learn from other professionals in other industries so they can re-craft their techniques for their own benefit.
Build A Social Capital
Make friends with people you do business and do business with your friends. Don’t be shy, but be confident about the solution and value that you can offer to your prospects or friends to solve their problems or enhance the quality of their lives.
Communicate Proactively
Be a proactive communicator. Do not wait for an client to call in with a problem, but to anticipate client needs and questions through a proactive approach to communications. Employs all manner of communication techniques, including face time, voice time, email and automation communication.
Help Enough People
Sales is a “helping” business. A good sales person loves helping people solve problems. If you love to help people, you’ll have a rewarding and proactive sales career. If you don’t, chances are you won’t last long. Help enough people get what they want in life, and you’ll get everything you want.
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