Oliver's Twist - May 17, 2007
How to Talk With People About Your Products
Discovering before presenting is one of the main concepts of the Natural Selling Process.
Most sales are lost due to "fire hose" presentations, presenting too early and attempting to “get “people into the “system” as quickly as possible. The passive aggressive and sometimes outwardly aggressive resistance that follows is the nightmare of most distributor's!
And who causes it? The distributor!
So how to turn this around?
Discover First – Present Second!
Here is an example I borrowed from my audio program "Introducing Your Business And Products".
Let’s say your products are nutritional supplements (or anything else for that matter). A person named Charles comes up to you and picks up one of your products and asks;
“So what does this do?”
Here’s how you can reply by contrasting what they want with what they presently have.
To read the rest of the article, click here
Discovering before presenting is one of the main concepts of the Natural Selling Process.
Most sales are lost due to "fire hose" presentations, presenting too early and attempting to “get “people into the “system” as quickly as possible. The passive aggressive and sometimes outwardly aggressive resistance that follows is the nightmare of most distributor's!
And who causes it? The distributor!
So how to turn this around?
Discover First – Present Second!
Here is an example I borrowed from my audio program "Introducing Your Business And Products".
Let’s say your products are nutritional supplements (or anything else for that matter). A person named Charles comes up to you and picks up one of your products and asks;
“So what does this do?”
Here’s how you can reply by contrasting what they want with what they presently have.
To read the rest of the article, click here
posted by Michael Oliver at 12:21 AM
1 Comments:
Great article. I am going to post your site to my blog. I get alot of the same questions from people.
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