Oliver Twist – Nov 3, 2005
Do Your Potential Partners "Move Toward" or "Move Away" From Outcomes?
We know people buy and do things for their own reasons, and when they process information they tend to either look on the "upside" or the "downside". The glass is either "half full" or "half empty".
If you listen, your potential partners and customers will express this with either "Moving Toward" or "Moving Away" language.
When you have a good rapport with them, you can ask them outright. Ask them whether they are concerned more with what they might lose, or what they are about to gain!
If you feel you can't ask directly, listen for these clues in what they say;
They Are More "Moving Toward" If They Say Things Like...
"Tell me more about it"
"I'd love to do it, but..."
"So what's the next step?"
"So how will that help me?"
They Are More "Moving Away" If They Say Things Like...
"Is it guaranteed?"
"What if it doesn't work for me?"
"It's very expensive"
"I don't know"
When you find people being curious as what your products or business opportunity can do for them, or even what they might get out of an association with you, (moving towards), gear your answers and your questions as to how they can benefit.
If they talk about the risk factors involved with lots of "What if this happens..." type questions, (moving away) respect their mode of thinking and address their concerns. Use Solution Questions and ask them how they would like their concerns addressed! (to learn more about solution questions and how they can increase your ability to help people by over 25%, please see page 205 of my book "How to Sell Network Marketing Without Fear, Anxiety or Losing Your Friends!").
Ask them;
"What would you like to see done?"
"What would you do about?"
"If it could be resolved to your satisfaction, is it something you would do?"
Another great resource to help you understand people is Jerry Clark's "Magic of Colors" CD program. This will give you another way to recognize the different personality types and how best to connect with them.
So when you're next talking with your potential customers, listen for the more dominant focus – are they leaning toward what they might gain or are they concerned more about what they might lose!
Remember, neither is right or wrong, or better than the other – it's just part of knowing how to relate and connect with people.
To your success...
Michael
MLM Insider #1 Trainer in Network Marketing 2004 and author of "How to Sell Network Marketing Without Fear, Anxiety or Losing Your Friends!" http://www.naturalselling.com/
Feel free to republish this article in your own e-zine or website. Reprint permission granted in part or whole when the following credit appears: "Reprinted with permission from Michael Oliver, Natural Selling® Sales Training. http://www.naturalselling.com/
We know people buy and do things for their own reasons, and when they process information they tend to either look on the "upside" or the "downside". The glass is either "half full" or "half empty".
If you listen, your potential partners and customers will express this with either "Moving Toward" or "Moving Away" language.
When you have a good rapport with them, you can ask them outright. Ask them whether they are concerned more with what they might lose, or what they are about to gain!
If you feel you can't ask directly, listen for these clues in what they say;
They Are More "Moving Toward" If They Say Things Like...
"Tell me more about it"
"I'd love to do it, but..."
"So what's the next step?"
"So how will that help me?"
They Are More "Moving Away" If They Say Things Like...
"Is it guaranteed?"
"What if it doesn't work for me?"
"It's very expensive"
"I don't know"
When you find people being curious as what your products or business opportunity can do for them, or even what they might get out of an association with you, (moving towards), gear your answers and your questions as to how they can benefit.
If they talk about the risk factors involved with lots of "What if this happens..." type questions, (moving away) respect their mode of thinking and address their concerns. Use Solution Questions and ask them how they would like their concerns addressed! (to learn more about solution questions and how they can increase your ability to help people by over 25%, please see page 205 of my book "How to Sell Network Marketing Without Fear, Anxiety or Losing Your Friends!").
Ask them;
"What would you like to see done?"
"What would you do about?"
"If it could be resolved to your satisfaction, is it something you would do?"
Another great resource to help you understand people is Jerry Clark's "Magic of Colors" CD program. This will give you another way to recognize the different personality types and how best to connect with them.
So when you're next talking with your potential customers, listen for the more dominant focus – are they leaning toward what they might gain or are they concerned more about what they might lose!
Remember, neither is right or wrong, or better than the other – it's just part of knowing how to relate and connect with people.
To your success...
Michael
MLM Insider #1 Trainer in Network Marketing 2004 and author of "How to Sell Network Marketing Without Fear, Anxiety or Losing Your Friends!" http://www.naturalselling.com/
Feel free to republish this article in your own e-zine or website. Reprint permission granted in part or whole when the following credit appears: "Reprinted with permission from Michael Oliver, Natural Selling® Sales Training. http://www.naturalselling.com/
posted by Michael Oliver at 11:30 PM
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