The Art of Discovery
... through sharing your Business Story.
How do we take the
fear out of inviting others into our business?
"When I focus
on me, I increase my tension; when I focus on you, my tension goes down."
Michael Oliver, author "How To Sell Network Marketing..."
As you listen to
Michael Oliver's Recorded Call,
use this synopsis ... then take a copy with you and try some of his advice.
A. DETERMINING IF SOMEONE HAS A NEED &/OR INTEREST
1. Know that the
purpose of your business is to help others solve their problems.
2. Share your
business or product story to help someone solve a problem, not to persuade,
convince or manipulate him or her to do something.
3. Participate in a
natural conversation utilizing good questions & listening skills.
4. Position your
business story as a possible solution to an issue or challenge they have already
expressed and introduce it later in the interaction.
5. Determine with
whom you are speaking:
Satisfied with
their life and not interested (at this time)
Dissatisfied but
unwilling to do anything about it
Dissatisfied and
willing to do something about it
6. Eliminate the
fear of rejection and anxiety about what someone thinks of you!
√ Invest 75% of a conversation
asking good questions.
√ Focus on heart-centered listening,
not jumping in with your solution.
√ Make it ALL about THEM!
√ Lead with enthusiasm NOT
information.
√ Say less to more people.
√ Let the prospect do most of
talking.
√ Seek first to understand, then to
be understood.
B. NATURAL FLOW OF THE
CONVERSATION: A FUN ADVENTURE
I.
CONNECT:
Demonstrate interest in the person as a human being. Initiate a
conversation to explore if there is an interest in getting to know each other.
II. DISCOVER:
“What kinds of things are
important to you?”
“How would you rank your
health as a priority?”
“What do you love to do?”
III. BECOME AWARE OF
THEIR NEEDS:
What’s their situation?
"So, what drew you to this type of work or this area of focus?"
IV. EXPLORE THE
CONSEQUENCES of their current situation:
"And how is that working for
you?"
"Where is that getting you?"
"Have you thought about how
it will affect your ability to take care of your family if you let things go on
as they are?"
V. EXPLORE GENERAL
SOLUTIONS:
"What do you think are some
possible solutions to your current situation?
“What would be the benefits
to finding the right solution?"
"What would you do about it
if you could?"
VI.
MAKE IT REAL for them:
By asking more
questions....
"So how would working for
yourself change things for you?"
“How would being able to
stay home with your children affect your family life?”
VII.
TRANSITION USING WHAT THEY’VE TOLD YOU:
“Based on what you’ve told
me…”
“Based on what I’m
hearing…”
Plant the seeds of
possibility.
VIII. CREATE VISION:
Share possibility.
“I don’t know if what I do
would be of interest to you, but I would love to share and discover if there
might be a solution for what you are seeking.”
IX. TAKE ACTION:
Next step thinking: “Where
do we go from here?”
"I'd like to suggest as the
next step that...
We review
information on the website.
We look more
closely at how we gift and share.
We meet some
other people on my team. "
Virtual Franchise Owner's Manual Chapter 6
•
Michael Oliver's Recorded Call
• Listening
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